We previously discussed funnel reviews and how this is an essential tool not only for the success of a salesperson, but for meaningful insight for sales leadership. Here we take a step back and get down to the basics of what a funnel review provides and it's value within the entirety of the salesforce, including Sales Operations..Read Article
Being in sales requires being an optimist. Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing. Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.Read Article
Nobody told me I’d have to generate my own leads!Read Article
When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.Read Article
Hi Does Your Sales Leadership Team Provide consistent Coaching & Mentoring For Your Sales Team?Read Article
I have been truly humbled in my career, by working with and for amazing sales leaders. Even today in my sales consulting firm, Sales Result inc., I am constantly amazed at how these amazing individuals, men and women, exhibit these behaviors and assets. I have not included in this blog assets like honesty, values, proven skills, trust, leadership and communication. I will leave these for another time.Read Article
As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. .
One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace. The training was rigorous, why. They demanded that each of us trainees, could do an effective cold call, effective 1st meeting, effective discovery meeting, demo, solution presentation and close. It was "intense" to say the least. But it worked and I was very successful because of that rigor of sales certification that I implemented into my daily work life.Read Article
If you google “sales enablement” likely you’ll be bombarded with various CRM and sales process vendors, metric platforms, and consumption and training software. And all those things are great things if the strategy, content, and tools being used in via these platforms is right. In this blog, we outline key components you should consider prior to picking the right software and digital platforms for your company.