How to Think about Sales
The Art and Science of Hiring Success: Sales Hiring Secrets Unveiled!
In the intricate dance of business evolution, hiring emerges as the choreography that defines the performance of your organization. It's not merely an art; it's a science, a harmonious blend of intuition and strategy. Welcome to the revelation...
“Unlocking Sales Success: The Power of Personalized Coaching”
In the ever-evolving realm of sales, one fact remains constant: the quest for enhanced sales performance. Yet, it's essential to understand that to achieve this, change cannot solely originate "from above" or stem from the implementation of...
The Unseen Costs of Weak Accountability in Sales
Uncover the hidden consequences that often plague sales teams due to a lack of accountability – take off the self-imposed blindfold. As a CEO or business owner, you'll learn how nurturing a culture of accountability not only boosts results...
Business Development Fundamentals
Are you salespeople humanizing data & technology? There was a time in the not too distant past where there was no internet, no email, no text messages, no ChatGPT, or large databases with contact information. A salesperson had a...
4 Critical Discovery Questions that Close Deals!
Gartner research shares that 72% of B2B buyers prefer to make a purchase without a seller. Sure, some of them may regret the decision made without support, but this speaks to the awful experience many sellers provide. Given the sad state...
Hire Different – Sales Talent Management
Hire Different - Sales Talent Management What can college football coaches teach us about sales hiring? Head coaches from the top college football programs spend about 20% of their time recruiting talent. They also have a team of scouts and...
Alignment of Your Sales Strategy, and the Buyer’s Journey
Alignment of Your Sales Strategy, and the Buyer’s Journey Does your sales strategy help your buyers make a confident, and expanded purchase of your offering? My core purpose is to elevate the sales profession with our actions, and...
Life safety and commercial security salespeople are NOT hunters
Life safety and commercial security salespeople are not Hunters. Does your sales team Hunt? I was reviewing some of the incredible data and science that Objective Management Group (OMG) has on more than 2.3 Million salespeople when the...
Sales Hiring 101 – Sales Candidates Must Be Hired Differently
Salespeople Are Different! Are you hiring salespeople the same way you hire everyone else? People are different. This is normal, and a good thing. Employees with different perspectives who are able to communicate effectively, most...
Onboard Salespeople for Retention and a Fast Start
Onboard Salespeople for Retention and a Fast Start Don’t Start With Product Training. If you ask a mediocre sales rep what they need to be successful, he or she will tell you “I need to understand the product” or “I can’t talk to prospects...
The Myth of Industry Experience is Needed in a Sale Role
The Myth that Industry Experience is Needed in a Sales. Is industry experience an important criteria for hiring salespeople? It is a common belief among business owners and senior sales leaders that industry experience is the most important...
Top 5 Reasons Why Your Sales Superstar Might Fail
Top 5 Reasons Why Your Sales Superstar Might Fail What’s in this blog? Five tips for hiring your next sales superstar, and three onboarding checklists to make it easier. When a sales candidate is recommended using our Sales Talent...
What to do When You Hate Your Job.
What to do When You Hate Your Job. I love what I do! I hope you don’t hate your job, but you don’t have to love it to be successful. However, if you don’t love your “job”, maybe the next few ideas will help you. If you already love your job,...
5 Beliefs that Cost Business Owners Millions of Dollars
5 Beliefs that Cost Business Owners Millions of Dollars Your beliefs drive your behavior. We see this in every facet of our lives. What we learned as kids or suffered through as children and adolescents, informs how we think, react and...
Your Sales Manager Impacts Revenue. Positively or Negatively?
Your Sales Manager Impacts Revenue. Positively or Negatively? Great Sales Management Grows Revenue by 31%? Sometimes as much as 43% when strategy & tactics are aligned. The two most frequent concerns I hear from business owners...
Your Company’s Economic Engine is the Sales Team
What type of sales engine is driving your company? You want a big V8 engine with 707 horsepower and 650 ft-lbs of torque where all of the reps are driving revenue, and meeting quota. Your team cannot be a 4 cylinder, 130 horsepower...
Low Cost Sales Development
Low Cost Sales Development Does your sales team need help, so you are looking for some development tools to help get you started? Maybe you need to start building a toolbox, rather than have information organized for the team. Well, keep...
Leadership Blind Spots – How to remove the blinders?
Leadership Blind Spots – How to remove the blinders? Are you struggling with leadership blind spots? That is not a fair question because a blind spot is inherently not known. The photo was taken on Mackinac Island and is typical of what one...
Are you frustrated with Your Sales Organization’s Consistent Inconsistency?
Are you frustrated with Your Sales Organization’s Consistent Inconsistency? I wrote a book for CEOs who are Upset, Frustrated, and pissed off because the sales team isn’t getting it done. The book is written without any fluff. You have too...
What is the Goal of Your Prospecting Call?
What is the Goal of Your Prospecting Call? Having a goal of an outbound prospecting call is critical to success, but what should the goal be? If you are in a one call, transactional business, the objective is to make a sale and this blog post...
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