Schedule a Call

Fractional Sales Leadership Blog

What Is The Best Method Of Client Creation?

Walter Crosby | Jun 22, 2018 | Uncategorized

The answer is Introductions.  Introductions when executed properly will help you grow your business.  To what extent depends entirely on the number of times you ask for an introduction.  Make it part of your process. What is the difference between a referral and an introduction?  To be clear the difference between a referral and an […]

Read More

Greater Than 95% Success Rate Of Hiring Salespeople

Walter Crosby | Jun 20, 2018 | Uncategorized

  Most CEOs and Sales Leaders believe that hiring great sales people is like looking for the proverbial needle in the haystack. I had one VP of Sales tell me recently that she hired a person who used “magic” to determine if a candidate was a fit.  Even with this invididual’s magic, their turnover rate […]

Read More

5 Tips For Actively Listening

Walter Crosby | May 14, 2018 | Uncategorized

5 Tips for Actively Listening Nearly 2,000 years ago the Stoic Philosopher Epictetus noted that humans were given but one tongue and two ears, so that we might listen twice as much as we speak.  Although Epictetus was not concerned about the success of salespeople, is clear that listening has been an issue for some […]

Read More

10 Tips For On-Boarding Sales People

crosbyadmin | May 03, 2018 | Uncategorized

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 […]

Read More

21 Most Crucial Sales Competencies For Modern Selling

Walter Crosby | Apr 10, 2018 | Uncategorized

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 […]

Read More

3 Tips To Cold Calling

Walter Crosby | Mar 28, 2018 | Uncategorized

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 […]

Read More

3 Tips To Reach Your Sales Goals In 2020

Walter Crosby | Jan 28, 2018 | Uncategorized

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 […]

Read More

What Do You Do? An Informal Survey Of Disturbing Answers

Walter Crosby | Dec 28, 2017 | Uncategorized

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 […]

Read More