Posts

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 Copy

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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Salespeople aren't providing value for customers

Sales 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.

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