FREE eBook & Mobile App
About Sales Momentum
Our Friends
Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Tag Archives: business development
The #1 sales challenge: developing new business – 6 best practices
Developing new business is one of the areas where top performers clearly differentiate themselves – they know it is hard to do and they learn how to do it. It is also an area where creating best practice profiles based on what your top performers do makes extraordinary sense. Likewise it should be a priority for those determining training and coaching priorities. Continue reading
Posted in Sales Strategy
Tagged business development, developing new business, lead generation
Business development challenge in professional services – role of team selling
Team selling, alone does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling. Continue reading
15 tips for getting sales strategy right in major accounts
Major account sales people must get sales strategy right to drive revenue. Major accounts are not just big little accounts; they are quantitatively different. So top performers selling to major accounts do not just do what they did when selling to smaller accounts “faster” or “better”. Successful major account salespeople sell differently – starting with crafting sales strategy. Continue reading
Business development in major accounts
Relying strictly on relationship selling for successful no longer wins the day in major account sales. Today major account salespeople must be business-savvy sales consultants who have developed superior sales skills, have a comprehensive knowledge of their customer’s business and the knowledge and political acumen to leverage and orchestrate internal company resources – to both close new business and grow existing business.
To dive deeper into specific skills and competencies deployed by successful, major account salespeople you can download this free ebook and mobile app – Mastering Major Account Selling.
Relying strictly on relationship selling for successful no longer wins the day in major account sales. Today major account salespeople must be business-savvy sales consultants who have developed superior sales skills, have a comprehensive knowledge of their customer’s business and the knowledge and political acumen to leverage and orchestrate internal company resources – to both close new business and grow existing business.
To dive deeper into specific skills and competencies deployed by successful, major account salespeople you can download this free ebook and mobile app – Mastering Major Account Selling.
Continue reading
Sales excellence begins at the beginning – identifying leads
Companies cannot rely on Marketing as the sole source of leads in today’s competitive market – Sales needs to be in the game. This post provides best practices.
When Sales joins the contest, they must come equipped with a plan of action.
Continue reading
