It’s time for the Annual Sales Kickoff Meetings (SKOs) …. And we have all been there before! Check out the graphic above and it's clear...

In our last blog titled Q4 Keep the Drive Alive! we talked about the importance of having quality sales conversations throughout the...

Premise - Having quality sales conversations through the buying/selling process to close a sales opportunity is the same as the execution...

Q4 is here! And with it two Key Objectives: 1. For sellers, to hit or exceed their quarterly numbers 2. For the sales organization, to...

There are essentially four parts to planning and executing a winning sales call. 1. Do Your Homework. You should know as much as possible...

Who hasn’t heard of the 6 Ps of planning: Prior Proper Planning Prevents Poor Performance? This notion couldn’t be truer than when...

Win/Loss Reviews are essential to any company’s sales strategy. The wealth of information gained from Win/Loss reviews allows managers to...

Think Sales Performance Optimization is Expensive? Consider the Cost of Not Doing It! At the start of any new sales enablement initiative...

New to ZZ Sales Systems’ Productivity Suite is our Account Management app. It is a framework for creating an account planning process for...

I’d like to give an update on ZZ Sales Systems. ZZ Sales Systems is founded by Tom Lazzaro and Jerone Jackson who have worked together at...

In Part I we discussed if Six Sigma could be applied to the selling organization, and if so, what should the considerations be. In Part...

Think about a company’s performance across functional groups. If manufacturing produced defective circuit boards, or accounting produced...

Using CRM with good data allow companies to create effective strategies, interact well with customers, and ultimately improve profitability.