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Fractional Sales Leadership Blog

Are Prospects Pressuring You? Don’t Make these 3 Mistakes!

Walter Crosby | Dec 16, 2020 | prospecting, Sales Blog, Sales Management, Sales Performance

In December, I spend time contemplating what I did well and what I did poorly throughout the year. I consider 4 buckets: health, finance, professional growth, and value-added to my community. My process of contemplation involves a quiet space, a pen, a pad of paper, and a cigar. I will also put my calendar on the […]

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It’s Crunch Time and I’m not Talking About Cookies!

Walter Crosby | Dec 08, 2020 | Uncategorized

We’re in the homestretch and many salespeople and sales managers cannot wait until this year is over. I can’t make you feel better about 2020, but I’ll give you a focal point and lend you a hand. At HELIX we love December because, traditionally, it is one of our busiest months for closing new business. […]

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HIRE SALES SUPERSTARS: Solutions to 3 Common Mistakes

Walter Crosby | Nov 23, 2020 | Sales Blog

At Helix, a significant part of helping growth-minded CEOs and business owners is finding salespeople who will be successful. Here are 3 mistakes (and their solutions) to help you hire better. Attracting the wrong salespeople to the hiring process. I have a recently divorced friend, Paul who decided he was ready for romance. Paul’s plan […]

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Key Metrics to Drive Revenue Objectives

Walter Crosby | Nov 09, 2020 | Sales Management, Sales Performance

Do you know what the right metrics are for your role in the company?  A front-line Sales Manager’s dashboard should vary greatly from the CEO’s because their influence and control are much different. Metrics must focus on what each role can influence and control. Are you Measuring What Matters? We are surrounded by metrics, but […]

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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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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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