Sep 3, 2021 | Uncategorized
YES! And combined it’s called the Sales Process. I wanted to write about the sales process because it is the foundation for everything in a sales organization. EVERYTHING. The sales process provides the context for: Milestones (aka KPIs) Quality of Opportunities (aka...
Jul 29, 2021 | Sales Management Coaching, Sales Team Development, Uncategorized
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...
Jun 20, 2021 | Uncategorized
Help people, don’t sell people to be successful. I applaud when any salesperson practices. When they ask to do it as a part of our coaching session, it’s even better and that’s exactly what happened today. My client asked to role-play sales calls with me, and it...
Sep 14, 2020 | Uncategorized
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 Customer Service so you can keep them. Here are 5 ways to help your salespeople build...
Sep 7, 2020 | Uncategorized
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. 90 million job seekers have lied on their resumes. These lies are tricky to spot and challenge because they...
Sep 1, 2020 | Uncategorized
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...