When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write this book?” You’re probably wondering why a sales expert is reading a book on …
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 …
Virtually every sales rep or sales leader is on a mission to hit or exceed their goals. BUT, why do so many fail? Because they’re missing the magic ingredients for success. Having worked with over 200 …
There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have …
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 …
Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive …
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. …
You and I both know one of the key reasons salespeople don’t hit their quota is because they don’t have enough deals in the funnel. They work the ones they have like crazy at the …
Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing. I know, I’ve been coaching their deals. Their deals are stuck. Your …
Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision. How do you stand out from the crowd and get them to choose your …