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....
With Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. Santa is the icon of the season. Why is he so popular? Maybe because he has a reputation for doing things the...
When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write this book?” You’re probably wondering why a sales expert is reading a...
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget to celebrate! The 5 Cs of Effective Sales Management 1. Clarity...
There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation and I had the pleasure of discussing this with a savvy...
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...
A Note From Alice: As a sales leader or business owner, the success of your sales team depends on you and how well you coach your team to success. However, too often other "priorities" get in the way of coaching. Sometimes these priorities are truly important and...
This post was originally published by Jessie Kwak on the Pipedrive Blog Are you seeing stagnant sales figures when your sales team looks busier than ever? It could be because your salespeople have fallen into bad sales habits and unproductive activities. Whether...
How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, "Do you think outside sales is dead?" The question set me back on my heels for a moment. I've been in...
Everyone is complaining about the market. Things are bad; the worst I've seen. Business is slow and yet all of my clients are doing well. They will survive this market and come out strong on the other end. What are they doing? Here is a peek: 1. Extraordinary...