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...
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 are 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...
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...
For months, the coronavirus has dominated conversations and news coverage around the world. If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell, Amazon, Twitter, and Google issued work-from-home mandates, and all...
Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep sales strong during tough times needs insight into customer...
The CEOs we work with are focused on making necessary changes to grow sales right now. Are you? As a founder and leader, when was the last time you thought about sales strategy? Sales is your revenue engine; therefore, it should be a top priority to work with your...
Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and...