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Fractional Sales Leadership Blog

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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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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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. […]

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