by Jill Harrington | Feb 19, 2020 | Sales Effectiveness, Sales Efficiency, SalesSHIFT Blog
This month, some of you may be tempted to dismiss this post as ‘book marketing.’ Please do not do this. If you have subscribed to the salesSHIFT blog for any length of time, you know that I only post to my blog when I have something to say of relevant...
by Jill Harrington | Dec 9, 2015 | Sales Efficiency, Sales Success, SalesSHIFT Blog
We all strive for the elusive utopia of “work – life balance” (WLB) dangled before us by professional development gurus like a golden carrot. How many of us have quietly berated the boss, pointed a guilt-laden finger at the client or cursed the job for robbing...
by Jill Harrington | Nov 25, 2015 | Sales Challenges, Sales Effectiveness, Sales Efficiency, SalesSHIFT Blog
I recently observed a 30-minute presentation made by a technology sales rep to a group of 14 top resellers who happen to be my clients. These are the people who can provide him immediate access to multiple clients across North America. Any seller would agree that this...
by Jill Harrington | Oct 24, 2012 | Sales Efficiency, Sales Managers
Every sales team has its regular team meeting, whether it’s weekly or monthly, face to face or virtual. Bringing together the full team, even for an hour, has a considerable cost associated with it in terms of time and lost selling opportunity – unless these...
by Jill Harrington | Jul 31, 2012 | Sales Efficiency, SalesSHIFT Blog
Which of the following is the more efficient way to grow revenue? a) Find and win a new client; or b) Increase business from an existing client Given that ‘getting the attention of new prospects’ is cited as one of today’s top three sales challenges, I’ll...
by Jill Harrington | Nov 10, 2011 | Sales Efficiency, SalesSHIFT Blog
It’s a fact of life. The expectations of our customers, our bosses and our families require us to do more, and do it faster. Juggling existing customers and incoming leads, negotiating with price conscious buyers, squeezing in new business development activity,...