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22Dec0 comments
Your Roadmap for Sales Success in 2017
Is your sales team prepared to explode out of the starting blocks in January for a powerful start and success in 2017? Unfortunately, many companies ignore sales planning because they feel the task is overwhelming or that they will be unable…
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30Nov0 comments
8 STEPS FOR RESETTING CUSTOMER EXPECTATIONS (When A Customer Commitment Is In Jeopardy)
There is an old sales adage that says: “No sale shall go unpunished.” Although humorous, it is also unfortunately true in some cases. From time to time in every sales organization – for whatever reason – the company is…
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31Oct0 comments
Setting Expectations to Accelerate Sales
Is your sales team spinning its wheels in an ineffective flurry of empty activity trying to follow up with prospects? If so, take a closer look to see how your team is setting expectations and confirming commitments with those prospects….
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20Sep0 comments
Are You Nurturing the Right 2%?
CEOs, VPs of Sales and VPs of Marketing strive to better serve the top prospects and customers that fall directly into the company’s sweet spot in order to maximize revenue and profit. Having a clear understanding of who those top…
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30Jun0 comments
RAMPING NEW SALES PEOPLE FAST
As a veteran sales leader, I’ve had the opportunity to hire and ramp a large number of sales people into a variety of different roles. As a consultant, my client’s frequently ask me about best practices surrounding identifying, selecting and…
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19May0 comments
THE INTERVIEW AS A WINDOW INTO SALES COMPETENCY
As a veteran sales leader, I’ve had the opportunity to interview a large number of candidates for a full array of sales roles. As a sales consultant, my client’s frequently ask about best practices surrounding: 1) what characteristics to look…
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31Mar0 comments
Using Storytelling To Accelerate Sales
For sales teams, the infographic shown below reinforces the importance of storytelling in the sales process. Storytelling is an impactful tool that enables a sales person to paint a vivid picture in the mind of a prospect to stimulate thought,…
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16Feb0 comments
IT’S ALL ABOUT ATTITUDE (…and what Sales Leaders Can Learn from NHL All-Star John Scott)
Even if you missed the NHL All-Star game you could not have escaped the Cinderella story of John Scott that was covered across the national news. This inspirational story is not just that one of the National Hockey…
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27Oct0 comments
THE GAPING HOLE IN SALES CYCLES
What is the gaping hole in most sales cycles? That sticky part that slows the sales velocity and has the greatest negative impact on probability of sale and time to close? For the vast majority of sales cycles, that gaping…
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21Aug0 comments
Suffering From Sales Alignment Drift?
One of the biggest challenges most companies face is keeping sales execution properly aligned with strategy. Even if a company starts off well it is inevitable that execution drifts out of alignment with strategy for a variety of internal or…