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 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 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 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.
Read moreSales Leaders: How to Spot if Your Salespeople Are 'Onion Polishers.'
You’ve probably heard the expression, “peel the onion”. It’s a metaphor for understanding root cause or discovering the impact of an issue or objective.
Here’s how to quickly spot if your salespeople are NOT doing discovery or root cause analysis well – if at all.
There are two ways to spot this.
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