Your sales message can make or break sales
Read moreA bit of sales fun
A bit of fun and sales wisdom
Read moreSales Leaders! Do Your Salespeople's First Zoom Meetings...Lead to Another?
If you’re like me, you will find these stats staggering. Whether these meetings have been self-generated by salespeople or sourced through marketing, it doesn’t matter.
Read moreWho taught/is teaching your salespeople to write?
3 priority areas where sales writing is critical
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Read moreHow to Write AND Present Highly Effective Sales Proposals →
Learn 9 Elements of a Highly Effective Sales Proposal AND how to Present it.
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Read more7 Tips for More Effective Selling on Video Calls →
Learn 7 Tips on how to make your video sales calls much more effective.
Read moreSalespeople. STOP being Selfish... →
Learn how prospecting and call reluctance are actually a consequence of self focus vs customer focus - and a quick, easy fix for sales leaders.
Read moreRetaining and Up-Selling Existing Clients
Many Customer Success and Client Services leaders want their Account Managers to be more confident and proactive when it comes to retaining and increasing revenue/up-selling into existing accounts. Here is what STOPS them from being confident and proactive and 3 things to do to get them to BE confident and proactive, so that you exceed your retention and revenue growth objectives in existing accounts.
Read moreBusiness Unusual: Empathize Before Selling
You cannot ignore COVID-19 and keep prospecting and selling as if nothing has happened. You will come across as self-serving and frankly a bit weird (or very ‘businessy’ and boring).
Read moreCEOs & Sales Leaders! 83% of SDR Teams Missed Quota in 2019
This week Sam Feldotto, Head of Sales Growth at Sales Reply, shared this statistic from a report by Revenue Collective - after surveying hundreds of sales & marketing executives that manage $26B in revenue and have over 3,000 SDRs reporting to them.
Read moreOpening Closed Minds
In sales, as in life, there will be times when you encounter people who throw up (unconscious) barriers or resistance even when your intent is to be helpful – to sell them something that could dramatically increase their business results or to improve their personal condition.
Read moreWhat Do You Need to Give Up to Grow?
What’s the ONE thing you can STOP doing that will transform your sales results or life?
Back in 2013, I had a truly transformative experience that changed both my life and sales results.
CEOs & Sales Leaders! Do Your Customers Make Your Salespeople Play FETCH?
This is a picture of one of my dogs, Luke. Unfortunately, he passed away far too young for such an active and handsome fella.
Read moreDoes Your Job Title Make People WANT to Respond?
If your salespeople are involved in prospecting for new business and they use email as part of their outreach to new contacts, you may want to take a close look at their email signatures – specifically their job title.
Does their job title establish peer to peer credibility with the person you want them to speak or meet with, or does it, like most of the sales teams I work with, sabotage their prospecting effectiveness and results?
Read moreInside Sales Leaders! STOP Calling Potential Customers TARGETS
Recently, I watched a video delivered by an inside sales expert. He teaches a LOT of leading-edge content that will be creating a great deal of value for his customers.
BUT, and I use the word intentionally, I believe he is unconsciously sabotaging the results that his SDRs and potential customers will be getting because of the words he uses to describe potential customers – aka “targets.”
Read moreHow to Get Meetings With C-Level Executives
Many of my clients hire me because they want more meetings or @bats.
Those with a more strategic orientation choose to work with me because they want to execute a competitively distinct prospecting and selling motion that starts top-down – with the CEO. They do this because they want more quality pipeline, faster sales cycles, bigger deals and more wins.
Read moreCommon Sales Playbook Errors
Sales playbooks are a common tool used in the onboarding of new sales hires. The intent behind them is sound – to accelerate the time to productivity of new sales hires so that they and the hiring company are successful. Seems to be an obvious win/win.
Read moreA Sign Your Salespeople Are Prospecting / Selling Too Low
CEOs and Sales Leaders! If the customer testimonials on your website are from VP, Dir, or Mgr job titles, then your salespeople are prospecting and selling too low.
How do I know?
Read moreHow to Spot an "A" Player in an Interview
Ah, those elusive unicorns! The “A” player salesperson.
Everybody wants them – and there aren’t enough to go around.
So, how can you identify if you’re interviewing an “A” player vs. a good “B” player?
Read moreHow to Increase Sales Success in 2-Steps
If you’re struggling to sell in the sales/martech landscape, you’re not alone. But if you don’t take deliberate and massive action to hold and gain more ground in this industry, you won’t be around for much longer.
Many previously successful sales leaders and salespeople are struggling to sell in a fiercely competitive market characterized by heavy discounting by incumbents, companies big enough to buy share and new entrants with exciting new offerings. And potential customers who are not responding to prospecting messages.
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