Is it true that most sales reps don’t hit their goals? My friend Tiffani Bova shared 26 Sales Statistics that Prove Sales is Changing and one of them is that sales professionals spend just 34% of their time selling so it is no wonder that 57% expect to miss their...
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting place. To actualize that goal, build a sales strategy that breaks it...
No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies get caught in the crossfire. The battle around steel has been...
Recently, I collaborated with a company creating a complex digital ecosystem, which required a multi-tiered marketing and sales approach. There were very specific major corporations that this company needed to engage in launching their product. At the same time,...
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,...
I was talking with Johnathan Allen, from Salesloft, the other day and asking him how he thought small businesses could use Account Based Selling. We had a great conversation so I asked him to write a blog post for us. Account-Based Sales Development is a growing...
If you listened to my Let's Talk Sales webinar with Small Business Expert, Laurie Taylor, you heard some great ways to increase revenue and improve your profitability. If I must say so myself, I am very good at sales. I am also very good at delivering skills and...
Strategic Planning on My Mind Are you planning to sell? Silly question. Of course you are. But probably not the way I mean. This time of year, as a business owner, I have strategic planning on my mind. I am evaluating how my year went so far and with only one...