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 Manage Covid Burnout →
Pivoting? Not commuting? Working 40% more than before Covid? Burnout is real.
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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 moreGet to Grips with Remote Selling
Many salespeople are struggling to adapt to remote selling - using video conferencing or phone. The prepared prevail. Here's a tool that will make remote selling much more effective.
Read moreIncrease the Confidence of Your BDRs and New Business Sales Prospectors
In normal times 95% of buyers are in "status quo" - they're not buying what you sell. What do you think that % will be now? Here's 1 piece of counterintuitive advice that could dramatically improve the quality and quantity of your sales pipeline...right now.
Read moreIs Covid Killing Your Pipeline?
In normal times 95% of buyers are in "status quo" - they're not buying what you sell. What do you think that % will be now? Here's 1 piece of counterintuitive advice that could dramatically improve the quality and quantity of your sales pipeline...right now.
Read moreNot All Customers Are Created Equal
Make sure your sales team, particularly new hires, are focused on the customer type, vertical or industry that has the highest likelihood of buying right now. They will ramp faster and hit quota and you'll make your number.
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 moreNewly Promoted Sales Leader?
Sales leaders are the fulcrum for driving sales performance in every company. And yet, they can also be the cause of the chronic inconsistencies that many sales organizations have.
Read moreCEOs & Sales Leaders! Two Flat Quarters?
Pattern recognition and connecting the dots are the hallmark skills of any effective consultant.
In the last few months, I’ve been brought into sales organizations that have experienced “two flat quarters” and who are looking to get back to “double-digit” growth.
The commonalities in these engagements are:
CEOs & Sales Leaders: Distinctions Drive Performance Improvements and Accelerate Execution
If you ask any salesperson, executive or sales leader what they want to have more of, they will tell you that they want to accelerate - sale cycles, share growth, revenue velocity and more. Speed of execution is a priority.
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 moreInconsistent Sales Results? Here’s Why
When I ask that question to most CEOs, sales leaders and sales learning and development professionals, I’m usually met with a questioning look and then an explanation of adopting best in class sales process, methods, content or the latest selling fad.
Read moreSales Leaders! How’s Your Forecast Looking?
If you’re honest with yourself, deep down you know they never will – despite your salespeople protestations and best efforts.
That’s because they aren’t qualified properly and your customer doesn’t see or feel the value in buying from you.
CEOs & Sales Leaders! Low Proposal Win Rate?
In the last couple of weeks, I’ve been coaching and mentoring several sales teams on how to navigate to power and involve true decision makers in their conversations – so that they’ll win significantly more business.