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
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
Everyone makes mistakes. And sometimes that’s the best way to learn. Reflecting on my own experience, I’ve made a huge oversight once with one of our clients. I’d like to take today’s blog to tell you that story, and hopefully, help you avoid making the same slip I made.
In a Strategic Management classroom, a sea of groans was heard as 50 students voiced their displeasure. Several analysis frameworks were up on the screen. All had to be completed before we could develop a recommendation that would determine a freight company’s fate.Read Article