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 moreSales Leaders! Are YOUR Limiting Beliefs Affecting Your Sales Team?
You may have heard from me before that “words have power”.
So do the stories that you tell yourself habitually.
Recently, I worked with a sales leader and his team on a project to improve their positioning and messaging so that they sounded and acted in a competitively distinct manner to their competition.
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 moreCEOs and Sales Leaders, How Is Your Offering Different?
Last week, I wrote an article – CEO! Sales Are Struggling Because of YOU! – on why salespeople often struggle to discover and create customer value because of the way YOU talk about your products, services and solutions – what they are vs. what they do specifically for your customers.
Read moreCEO, Sales Are Struggling Because of YOU!
In the course of my sales growth advisory, training and coaching engagements over the last ten years, it’s become apparent to me that much of the responsibility for sales organizations that struggle lies at the feet of the company’s most important salesperson: you – the CEO.
Read moreCan You Do What Your Sales Team Does?
If you’re a parent, you’ll know that your kids model what they see you doing and what they hear you say – not necessarily what you tell them to do.
The same applies if you’re a CEO or sales leader – your salespeople will model the behaviours they see, hear and experience from you habitually.
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 moreSales Leaders! Competition or Status Quo?
Perhaps your sales team isn’t struggling to get enough appointments. If so, you’re one of the fortunate ones.
And, are they winning enough opportunities to hit their quota and for you to hit your number?
If you’re losing opportunities to competition, or your potential customer decides to stick with what they already have after speaking with your salespeople, then competition and status quo aren’t your challenge.
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.
Read moreDoes Your Sales Team Engage in "Random Acts of Prospecting?"
CEOs and Sales Leaders what are you doing to make sure that prospecting is a team sport in your company, involving all your reps, and not just a few who do it whenever they “feel” like it?
Working with organizations around the world I see this over and over again. Indeed, I like to refer to this lack of process around finding new business as random acts of prospecting.
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