You increase your sales. Which is something most of us want to do. Unfortunately, there is misalignment between sales and marketing at most companies. Because of that, there are never enough leads to fill the pipeline full enough to hit or exceed quota. According...
SaaStr Annual 2018 just wrapped up in San Francisco. After 3 days of non-stop networking, listening to incredible speakers and having many Braindates, I finally have a chance to sit down and reflect on what I learned at this mind-blowing event. I had carefully...
Leads slip through your fingers when your new business development approach is off. Business owners don't understand the fundamental law of how new business development actually happens. If you're stuck in a mentality of looking only for opportunities that will...
When I was sales executive, much of my time was spent helping my sales teams focus on key sales activities and shifting their perspective to the customer’s point of view. And as a sales coach today, my time is spent very much the same way. It’s true that sales...
If I hear the phrase “sales training doesn’t work” one more time, I think I’ll scream. If done well, sales training works fine, for what it’s designed to do. This may spark a semantics debate, especially with my friends in the sales consulting space and others with...
The tendency this time of year is to stop selling. You've heard every excuse. I can’t reach anyone. Budgets are already spent. And I'm sure a myriad of others. It’s also easy to get sucked into the holiday hustle and bustle so much that you don’t have time to sell....
Is It Clear? I recently conducted a strategic planning session with the leaders of a consulting firm who wanted to add a retail component to their company. To clearly understand their vision so I could help them build a strategy, I asked them questions such as,...
A Note From Alice: Revenue is down. What is your team doing? As the company leader you want answers from your sales manager. Your sales manager may be blaming your reps. When sales are down. But really, who's problem is it? I say look up, not down. You are looking...
A Note From Alice: Ah, the weekly sales meeting. Don't tell me, you hold yours on Monday mornings. How does your team look when they come to this weekly event? Are they bright-eyed, bushy-tailed and ready to share their successes, learn and grow? Or, are they...
A note from Alice: I know that some of my readers are sales leaders who have recently been promoted into their new role. They’ve been a successful salesperson and are now learning how to lead a sales team as they go. If I’ve just described you, a sophisticated...