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 many demands on your time to read a book with stories of my success. […]
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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 isn’t for you. Keep after it! If you are
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How Do You Improve Sales Productivity? Sales productivity is the output from your salespeople. Simply defined sales productivity is the relationship between sales revenue and the cost of sales. Obviously, sales productivity improves when the revenue from each rep is faster than the increases in the cost of sales. The best case scenario is when
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You Should be Done with New Year’s Resolutions. New Year’s Resolutions are awesome for Gym owners, snarky media outlets who like to talk and write about resolutions that don’t come to fruition and those people who love to plan to get things done, but don’t take action. New Year’s resolutions are the same as reading
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Your Sales Story Should Not Be a Bedtime Story. Is your sales team sharing a compelling story with your prospects that matters to your ideal customers? Probably not. If I was a betting man, I would wager that your salespeople are talking about your offerings in the context of what the product or service does,
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December is a Time for Action Late December is a time for reflection. Early December is a time for ACTION. Often in late Q4 there is a huge push to close business. The reasons vary. Low performers are trying to reach their revenue goals, some are trying to save their job. Top performers are
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Why Is Joy and Fulfillment Elusive in Our Professional Roles? Uncovering your team’s Working Genius will solve this problem. Understanding your working Genius improves retention; increases productivity; makes meetings better instantly and allows the team to be more effective. One of the big problems in life is that people get into their jobs and
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Blind Spots Cause Awful Sales Conversations Have you ever listened to a call between your salesperson and a prospect? Perhaps you have overheard your rep’s side of the conversation? Are they having a conversation or talking? I hear a lot of sales conversations on a regular basis. What I hear is sad and frustrating because
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How does a skeleton help improve your revenue forecast? I am working from the southern headquarters of Helix for October and November. There is a gentlemen in the neighborhood who loves Halloween. His Halloween decorations are elaborate, and fun. This year it involved a Hi-Lo to set up two 15 feet skeletons. It takes about
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How do you WANT your sales team, both your salespeople and sales managers, to think about your prospects, your customers, and the opportunities in their pipeline? Does the way your Sales Manager thinks about these things help or hurt their success? Change the way the sales team thinks about your stakeholders and their opportunities,
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