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 moreCEOs & Sales Leaders! Do Your Salespeople Nail Their First Meeting?
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 moreCEO's & Sales Leaders! Can You Teach Curiosity to Salespeople?
Over the years, I’ve often heard CEOs and sales leaders lament that they wish that their salespeople were more curious. Perhaps you wish that, too?
Read more4 Reasons Why Companies Struggle to Grow Sales, Starting with the CEO...
So many businesses struggle to generate enough new sales to take their growth to the next level…and it doesn’t have to be this way.
Throughout my career, first as an inside sales rep (SDR), new business field sales rep, sales leader, executive and finally as a consultant and advisor, I’ve seen the same issues at nearly every company I’ve worked at and consulted with, small or large.
Read moreCEO's to Salespeople: How to Answer, "So, What Is It You Do?"
So, you’ve been let loose at a conference or are manning your company’s stand at an exhibition.
You’re looking sharp. Hair recently cut, shoes polished or heels just high enough and your favourite suit or outfit makes you shine with confidence. You look every inch the successful salesperson, head of sales or CEO.
That is until someone walks onto your stand or starts making small talk with you in the line up for the buffet and innocuously asks, “So, what is it that you do?”
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 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?
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