This week Sam Feldotto, Head of Sales Growth at Sales Reply, shared this statistic from a report by Revenue Collective - after surveying hundreds of sales & marketing executives that manage $26B in revenue and have over 3,000 SDRs reporting to them.
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.
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 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 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 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 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 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.
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