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.
My Top 10 Blogs in 2019 to Improve Your Sales Results
With the new year and new decade just commencing, I thought I would share my top 10 blogs in 2019! If you’re looking to take sales performance as an individual or team to the next level in 2020, apply these insights.
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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