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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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Sales Are Struggling Because of YOU!

CEO, 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.

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Can You Do What Your Sales Team Does?

Can 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.

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Business man in front of building

How 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.

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Sales Leaders! Competition & Status Quo

Sales Leaders! Competition & 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.

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Common Sales Playbook Errors

Common 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.

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A Sign Your Salespeople Are Prospecting/Selling Too Low

A 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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How to Spot an “A” Player in an Interview

How 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?

Here are a few signs based on my experience as a former sales recruiter, sales leader and company executive.

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How to Increase Sales Success in 2 Steps

How 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.

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