As leaders, most of us work long hours. It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. There is always so much to be done and not enough time. Even when we love our work and the people we work with; we can feel overwhelmed...
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...
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...
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...
In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home, this also isn’t the first down market we’ve ever seen. As a longtime sales leader and...
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....
If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That is working in the business and not on it. What do I mean by that?...
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...
As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you...