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CEOs to Salespeople: How to Answer, “So, What Is It You Do?”

CEOs 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?”

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Does Your Job Title Make People WANT to Respond?

Does 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?

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Sales Leaders! Are YOUR Limiting Beliefs Affecting Your Sales Team?

Sales 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.

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Inside Sales Leaders! STOP Calling Potential Customers TARGETS

Inside 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.”

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CEOs and Sales Leaders, How Is Your Offering Different?

CEOs 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.

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