Chief Lead Generator As the CEO you probably don’t think it is your responsibility to generate leads. But imagine if your actions drove traffic to your website or caused someone to email or pick up the phone and call your company to learn more. LinkedIn Builds...
What is the CEO's role as “CCO - Chief Customer Officer” in these challenging times? I started thinking about this for each of my clients. I thought, “What could the CEO do right now for the top 10 to 100 customers?” What could the CEO do that would BLOW the...
No matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can...
More books! In our last book round-up, I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love to hear their thoughts on the books if they did! Below are 4 more...
It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. They...
Talk to the People You Know What are your salespeople doing all day? Is it productive? Are they getting results? Do they dial the phone 100 times and reach one person? Do they send hundreds of emails to get a 1% response rate? How much is this costing your...
Is your sales team productive? If you’re a CEO or sales leader feeling like your sales team isn’t as productive as they should be, it’s time to look at priorities instead of activities. If you want your team to close more deals, they need to focus on what’s...
Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a slump due to the recession from the lockdown that...
While we're taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep your sales team learning is to have them read the latest sales...
At many companies, salespeople and marketers focus on products when talking to customers – not business problems. The challenge is to get your sales and marketing team to focus on your customer’s business problems. Do this and you’ll hear customers ask the magic...