First, let give a hat type to my friend and colleague, Nate Tutas. Nate puts out a daily email called Reflections, which I often find myself reflecting. This post is the result of Nate causing me to think different. You can learn more about Nate here. Automation. It’s one of the most enticing promises in […]
Automation Requires Humans: The Hard Truth Behind Building Automation Read More »
Ever find yourself scratching your head, wondering why your sales team isn’t hitting their sales numbers? Or why that new hire with a “stellar” resume just can’t seem to close deals? It’s a trap many business owners and sales managers fall into, believing that hiring someone with a strong industry background will be the magic
10 Sales Management Sins Read More »
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
How Do You Improve Sales Productivity? Read More »
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
You Should be Done with New Year’s Resolutions Read More »
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 Deals) Coaching & Role Playing There is a real correlation between a widely
Can Checklists and Milestones be the Foundation of Sales? Read More »
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,
How Does Your Sales Team Think? Read More »
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 was challenging but I give him a ton
Hey Salespeople! Stop Thinking So Much and Help People! Read More »
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 on keeping them. Here are 5 ways to help your salespeople build relationships and keep existing accounts.
5 Tips for Awesome Customer Service Read More »
Sales Hiring-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.
Hiring the Right Salesperson: A Proven Process vs. Your Gut Read More »
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 would explode. So, what does it
Why You Should Shorten Your Sales Cycle Read More »