Sales Tips & Selling Skills from Steve Kraner

Sales Motivation: Quantity vs. Quality

June 21, 2022April 9, 2018

Sales Motivation: Quantity vs. Quality For many software and SaaS sales teams, increasing sales means increasing demand generation. So, we try to motivate salespeople to prospect to fill the front end of the sales funnel. Quality vs. Quantity Organizations try to motivate salespeople by “holding them accountable.” Sales Managers push for MORE: more contact time, more outbound calls, more quotes, more demos, and more proposals. … Read more

A Feature Too Far

August 17, 2021April 3, 2018

A very good salesperson called me and said, “Steve, I just blew it.”

Agenda for Highly Effective Sales Team Meetings

January 3, 2022March 19, 2018

Leading salespeople can be like herding cats. Great salespeople have very strong and independent natures. I’d like to count myself in that number.

I’ve learned that the key to leading effective sales team meetings is knowing how to motivate your audience. This is where the Sales Star Coach Model comes in.

Focus on the Process

March 31, 2020December 1, 2017

When Antoine Dénériaz, who won the Olympic downhill in 2006, was asked at the finish line what the key to his success was, he replied: “When I ski, I think about skiing, not about medals.”

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