10 Deal Killers in 2018

The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline and closing deals. We’ve been busy in the field, too. During the past month, Brevet has conducted over client 100 ride-alongs and sales call reviews. We’ve been alongside reps in such…...

Sales Performance Assessment

 Selling is a repeatable process.  If you can't measure it, you can't improve it.  Download the FREE SCORESHEET HERE  to measure how effective you are--using repeatable sales processes, high-win tactics, key success factors and selling profiles. Typically a 15% increase in your sales effectiveness score translates to a 20% improvement in your revenue…...

6 Reasons Salespeople Win or Lose a Sale

Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...

6 Signs to Instantly Identify Someone With True Leadership Skills

What are the defining attributes of great leaders? That's the age-old question thought leaders and scholars galore have been attempting to answer in mountains of books and literature.  While great leadership, to an extent, can be personal and subjective to the follower, there are universal principles you can't argue with (but you can try). Speaking of those thought…...

At Least 85%* are Not Self-Aware

Dangers of self-blindness:If you don’t see yourself, you can’t understand your impact on others.You think your nice, but you’re actually a bully.You struggle to understand another’s perspective.Everything is a competition.You unintentionally put people on the defensive.You aren’t the problem, others are.People seem to have over-the-top reactions to things you say.You…...

LinkedIn CEO Jeff Weiner Shares 7 Email Habits That Boost Email Productivity

Action Step #1; Action Step: Use keyboard shortcut for “Mark as Unread.”The keyboard shortcut for Gmail to "Mark as Unread" is holding Shift, then pressing u. The keyboard shortcut for Outlook to "Mark as Unread" is holding Ctrl, then pressing u.The keyboard shortcut for Apple Mail to "Mark as Unread" is holding Commandand Shift, then pressing u.  Source - Read More at: blog.hubspot.comEmailing is an integral part of…...