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.Read More
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.Read More
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 […]Read More
No Bargains when Hiring Top Salespeople
Walter Crosby | Jun 24, 2020 | Sales Blog, Sales ManagementRead More
SELLING / COVID19. TOM BRADY / SUPERBOWL.
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 […]Read More
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.Read More
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.Read More
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 […]Read More
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. Of […]Read More
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 […]Read More
How to Handle 2 Common Objections with a Sales Prospect
Walter Crosby | Sep 23, 2019 | prospecting, Sales Management, Sales Performance, UncategorizedRead More
What should the first 90 days for a new sales hire look like?
Walter Crosby | Sep 06, 2019 | Sales Management, Sales Training, UncategorizedRead More
DIY Sales Hiring for Business Owners and Sales Leader
Walter Crosby | Aug 29, 2019 | Sales Management, Sales Performance, UncategorizedRead More
Sales Manager’s Guide to Leading Effective Weekly Coaching Sessions
Walter Crosby | Aug 15, 2019 | Sales Management, Sales Performance, Sales Training, UncategorizedRead More
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 vernacular. […]Read More
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 is the […]Read More
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 Manufacturing. Big […]Read More
Death of the Accidental Sales Manager
Walter Crosby | Dec 11, 2019 | Sales Blog, Sales Management, Uncategorized
Your sales manager does not have to struggle. My story does not have to be your story because of the lessons learned. My experiences and struggles during a 32 year sales career is a case study in why many mid-market companies struggle to build and maintain a sales organization that consistently achieves revenue objectives. Perhaps […]Read More