Are you allowing your salespeople to use lead gen and selling methods that are increasingly failing? As the CEO of the company, do you know if your team is executing the strategy you and your senior team put forth? Do you know what that execution looks like? ...
I have always had a creative side to me. Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). One of the reasons I love sales so much is because I can be...
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...
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...
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. What’s the next easiest way...
We Need More Sales Now! For every entrepreneur, CEO, and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. So how do we speed sales up? For starters, we can change our mindset and our expectations. Check...
Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads...
The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. ...
The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. Gartner research finds that...
Where Are Your Prospects? We need to meet our prospects and customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know if your salespeople are in the right places? It is possible that...