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Fractional Sales Leadership Blog

Hey Sales Managers! Need Help Managing Your Remote Team?

Walter Crosby | Oct 19, 2020 | Sales Management

I started Helix Sales Development to give Sales Managers a fighting chance. Every department in an organization is managed because the outcomes are better with a leader providing guidance and feedback. Sales is no different. Unlike other departments, like Finance, Sales does not have a universal language or established agreed-upon principles. Why is this a […]

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Data-Driven Decisions in Uncertain Times

Walter Crosby | Oct 05, 2020 | Sales Management

COVID-19 is a serious health issue that has had devastating impacts on individuals, families, and communities. There have been wide-ranging strategies around the world from complete lockdown with military enforcement to providing guidance for behavior and everything in between. Many have kept people safe but often to the demise of local economies and small businesses. […]

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5 Tips for Awesome Customer Service

Walter Crosby | Sep 14, 2020 | Sales Blog

Did you know it’s 5 times more costly to gain a new customer than it is to keep a current one?  If it is less expensive to retain a customer, it makes the most sense to focus on keeping them.  Here are 5 ways to help your salespeople build relationships and keep existing accounts. 

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Hiring the Right Salesperson: A Proven Process vs. Your Gut

Walter Crosby | Sep 07, 2020 | Sales Blog

Sales Hiring-Your gut is good at many things: warning you, sensing emotions, and digesting chili. But is it the solution to hiring the right salesperson? Let’s explore.

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Why You Should Shorten Your Sales Cycle

Walter Crosby | Sep 01, 2020 | Sales Performance

A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order. If you could shorten your sales cycle by 30% or more, what would occur? More sales in less time. Your pipeline would be leaner. Revenue growth would explode. So, what does it […]

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No Bargains When Hiring Top Salespeople

Walter Crosby | Jun 24, 2020 | Sales Blog, Sales Management

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Walter Crosby | Apr 24, 2020 | Sales Blog, Sales Management, Sales Performance

Amplification.  Amplification is what is happening right now in your sales organization just as it does in high profile sporting events.  Just as in sports, there are winners and losers.  Those who get better, and those that don’t. Everything about the Superbowl is amplified.  It starts in the playoffs. If you don’t like football, pick […]

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5 Tips For Selling During A Time Of Crisis

Walter Crosby | Mar 24, 2020 | Sales Blog, Sales Management, Sales Performance, Sales Training

As a CEO, a sales leader or a salesperson you have more control of what you believe, what you do and how you behave. You may feel powerless, but you are not. It is incumbent upon you to manage your reaction; regardless of the underlying cause of the crisis.

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What Does Poor Parenting Teach Us About Sales Accountability?

Walter Crosby | Feb 10, 2020 | prospecting, Sales Blog, Sales Management, Sales Performance

Poor behavior in children and poor accountability with a sales team have a lot in common.  The common link isn’t the poorly behaved children nor salespeople who don’t hit their numbers.  The commonality is the mindset of the parent and the business leader.

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6 Tips for Coaching Under-Performing Salespeople

Walter Crosby | Jan 16, 2020 | Sales Management, Sales Performance

Sales Managers must coach and manage sales reps who are not meeting expectations.  It is part of the job of any Manager, and it is critical to growing a sales team.  Accepting mediocre or poor performance affects the entire team and the culture of the sales organization.  Mediocrity is the enemy of success. Here are […]

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Is Your Sales Team Taking December Off?

Walter Crosby | Nov 26, 2019 | Cold Calls, prospecting, Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

  Can we talk about a HUGE problem with Sales Organizations?    The problem is just like the marketing of Christmas, it starts earlier every year.  The problem is Excuses from amateur salespeople!  Excuses to NOT to do their job during the Holidays!!!! It works like this: Salespeople make Excuses.  Sales Managers accept Excuses.  CEOs tolerate Excuses. […]

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Sales Planning & The V8 Engine.

Walter Crosby | Nov 03, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

  There are five basic steps to achieving your sales goals. Use the ideas as you do your planning for 2020. The Gap. You must understand where you are today and where you want to be.  This cannot be a vague notion.  This is not just about the revenue amount, focus on the emotions and […]

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How To Handle 2 Common Objections With A Sales Prospect

Walter Crosby | Sep 23, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

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What Should The First 90 Days For A New Sales Hire Look Like?

Walter Crosby | Sep 06, 2019 | Sales Management, Sales Training, Uncategorized

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DIY Sales Hiring For Business Owners And Sales Leader

Walter Crosby | Aug 29, 2019 | Sales Management, Sales Performance, Uncategorized

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Sales Manager’s Guide to Leading Effective Weekly Coaching Sessions

Walter Crosby | Aug 15, 2019 | Sales Management, Sales Performance, Sales Training, Uncategorized

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Who is Coaching Your Sales Managers?

Walter Crosby | Aug 01, 2019 | Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

  Businesses have managers because there is a return on investment in managing the process, regardless of the department.  Chaos would ensue were it not for management. Most department managers have a common language, set of standards, principles, and Laws. Accounting, Finance, Audit, Legal, Operations, Manufacturing, Engineering, Human Resources, and Marketing each have a unique […]

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Why Salespeople With Happy Ears = Weak Sales

Walter Crosby | Jul 15, 2019 | Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

  Weak salespeople have what we call Happy Ears.   Weak salespeople have what we call Happy Ears.  At the first positive words that come from their prospect, they get excited and sound like Sally Fields at the Academy Awards in 1985, “you really like me!” (in case you are too young to remember here […]

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A CEO’s Story of Change

Walter Crosby | Jul 03, 2019 | Sales Management, Sales Performance, Uncategorized

  Once upon a time…   Once upon a time in the Land of Manufacturing worked as a CEO, Charlie Wilson. He as the CEO of Big Blue Widgets.  The most successful Widget maker in all the Land. Charlie worked hard developing a strong brand that represented the highest quality widgets in the Land of […]

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Keys to Sales Management – The Exit Your Way Business Round Table

Deksia Developers | Oct 01, 2020 | Uncategorized

  The Keys to Understanding Sales Management   Are you in control of your sales? Do you have an efficient and effective sales management process?   Exit Your Way is a group dedicated to helping business owners create value in their business with the intent to sell. The group hosts a routine podcast featuring leading […]

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