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Fractional Sales Leadership Blog

10 Tips for On-Boarding Sales People

crosbyadmin | May 03, 2018 | Sales Blog

Over the last few months several CEO’s have told me they have a “great on-boarding process.”  When I press them to show me the documentation, it doesn’t exist.  Sometimes the on-boarding is left to HR or the Office Administration with help from Sales Leadership. Always, it is not efficient or effective for sales people and […]

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21 Most Crucial Sales Competencies For Modern Selling

Walter Crosby | Apr 10, 2018 | Sales Blog, Sales Management, Sales Performance

When speaking to business owners and CEOs one of the top five concerns is sales performance.  The sales team is often growing by 15 or 20%, but often margin is being sacrificed or the sales cycle is expanding. The CEO looks to Sales Leadership who are celebrating the modest growth, and cannot identify why the […]

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3 Tips to Cold Calling

Walter Crosby | Mar 28, 2018 | Sales Blog, Sales Management

Last week I received a cold call from a very competent marketing company. The Rep was explaining how cold calling was dead, and I needed their help with social media marketing to gather leads. I pointed out the irony of her making a COLD CALL to engage me; the Rep did not have a response. Cold calling […]

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3 Tips To Reach Your Sales Goals In 2020

Walter Crosby | Jan 28, 2018 | Sales Blog, Sales Management

There a many practical tips and techniques to help a sales professional reach a professional goal (or personal). Here are three tips to gain traction and be effective that have worked for me and my clients. 1.       Announce your intentions. This is effective for two reasons: Outside support and internal accountability. In 2017, I decided to lose 35 […]

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What Do You Do? An Informal Survey Of Disturbing Answers

Walter Crosby | Dec 28, 2017 | Sales Blog, Sales Management

When my daughter was five years old. She heard someone refer to my wife as a “bean counter.”  My wife is a CPA and VP of Internal audit for healthcare company (among other credentials).  So, I explained that beans referred to the money that a company earned and bean counter was a fun term for an […]

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