FACT or FICTION: Virtual Sales are HARD. A recent Gartner research study cited that "An overwhelming 93% of sales reps are experiencing significant virtual sales challenges." My friend Lauren Bailey posted about this on LinkedIn, and I responded with utter...
What is good selling? There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. Virtual or not. What we want to do is take the focus off virtual and...
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...
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...
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...
When sales teams struggle, I like to investigate three critical aspects of their sales strategy. Market Position Ideal Customer Profile Value Proposition A strategy that helps you hit your revenue target consistently always includes the above elements....
Do you ever feel like most of your days are spent going to meetings, assembling information for reports, and putting out fires? Do you wish you had more time to focus on the things that will make the biggest impact? What if you had more time each day...
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
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. ...
Have you been hearing rumblings about an impending recession? Wondering if it will happen? It's likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are...