Gray’s: Musings: Business Moves at the Speed of Connections
Author: Don Gray With the vast communications networks available to us, one can say we live in a connected world. But, as salespeople, are we using it correctly?
Gray’s Musings: Your Sales Responsibilities as a Small Business Owner
Author: Don Gray Founding principals are often very good at what they do, and have successful small- and mid-sized businesses. But sometimes no sales culture is established. Here I lay out the responsibilities of small business owners to do just that.
Gray’s Musings: Sales Hasn’t Changed
Author: Don Gray I hear much discussion about how sales has changed: There is a new paradigm out there. Buyers are different, etc. I contend that the real role of sales hasn't changed. What has changed is the tremendous availability of data and information.
The Three Drivers to Grow Your Business
Author: Don Gray Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive predictable sales results.
Gray’s Musings: Sales vs. The Business of Sales
Author: Don Gray Good organization, good sales representatives, interest in growing their businesses, but no sales to show it? I've worked with these companies, and in my experience often discover that the challenge isn't just selling. It may be The Business of Sales.
Gray’s Musings: If Social Selling Gets You in the Door, What’s Next?
Author: Don Gray I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. But if selling on social gets you in the door, what's next?
Gray’s Musings: Revenue Generation: Looking Under the Hood
Author: Don Gray Have you ever looked at your business’ revenue generation process? There is a process to go from the interest level in your company or product to the revenue and satisfied customer state. We take a look at that process to maximize our ability to secure good customers.
Gray’s Musings: Syncing Sales and Marketing is Necessary to Engage Prospects
Author: Don Gray As a fellow sales and marketing professional, I have lived the disconnect between marketing and sales that many of my peers experience. Here is my take on how we can bridge that gap.
Gray’s Musings: Poor Sales Forecasting: Cause & Effect
Author: Don Gray What really causes a bad forecast? What is the impact to the business when you have a poor or unreliable forecast? I have found that the financial impact can be quite severe when forecasts are not reliable.
Gray’s Musings: Sales Forecasting 101
Author: Don Gray Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Here’s what I found ...
