Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget to celebrate! The 5 …
When Value Props Flop It’s easy to know when your value prop is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I need …
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting place. …
Do you ever wonder if your key accounts are growing as much as they could be? (If you answered yes, then I have a webinar just for you). My clients are often shocked to discover how …
No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies get caught in the crossfire. The …
Do you have a sales funnel? Or maybe you call it a pipeline? Maybe you don’t call it anything, but no doubt, you have a list of prospects that are somewhere in the buying process. …
Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and …
Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in context. Context matters. In this case, the context …
Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you get lucky and …
SaaStr Annual 2018 just wrapped up in San Francisco. After 3 days of non-stop networking, listening to incredible speakers and having many Braindates, I finally have a chance to sit down and reflect on what I learned at …