The Eight Great Components of an Effective Sales Strategy

With smooth selling, sales strategy can be broken down into eight strategic components: Strategic Component One: Target Markets and Customer Segmentation A first course of action is to identify those groups of customers that are of the most value to the business. These are the groups that predictably buy more and at better prices (higher […]

The Benefits of Smooth Selling

The primary benefit of adopting a smooth selling approach is to generate significant, predictable, and sustainable sales growth. Here is a rundown of the key other benefits: Shorter Sales Cycle. There is an adage in sales that time kills deals. The longer it takes a deal to close, the less likely it will actually close. […]

Keep Looking to the Horizon

A good sailor knows he needs to continually scan the horizon for changes in conditions that may require course corrections. Similarly, companies need to look ahead for changes in their industry and learn to adapt. One organization that needed to take a different sales tack was NICE Systems, founded in 1986 as Neptune Intelligence Computer […]

Mainspring Sales Published in Forbes!

On August 3, 2016 I was acknowledged for my sales research work in Forbes: Smooth Selling Forever enables small and mid-size business leaders to generate significant, predictable, and sustainable sales growth. Based in the science of selling, when applied correctly and managed vigilantly, smooth selling produces revenue results in a systematic fashion. For information on […]