Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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It's not uncommon for salespeople to be drawn toward the newest trends, innovative tools, and promising techniques. The allure of "the next shiny thing" in sales is hard to resist, especially when things do not go according to plan and you are behind quota.
Read MoreIn the world of sales, the pursuit of perfection is an endless journey. An almost infinite number of experts have delved into the subject, each offering their unique insights and strategies. But why is this topic so crucial? The answer is simple: "Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business."
Read MoreA rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
Read MoreEvery company on the planet is the same in their two most fundamental processes: making stuff and selling stuff. All other processes should be in support of these two facets of the raison d'être of a company. The corner bakery and the world's largest industrial conglomerates are the same at this level.
Read MoreI have gone through two economic downturns, the burst of the dot-com bubble in 2000 and the financial crisis in 2008. So, what are my top tips or hacks for managing your sales pipeline in an uncertain economic environment?
Read MoreThere is an (almost) unlimited number of authors and content on this subject. And for a good reason: Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business.
Read MoreIn the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
Read MoreI have decided to stay away from praising one method (inadvertently over others), knowing that each one has a time and a place, and instead focus on the traits of a good salesperson.
Read MoreHow do you tell your R&D team that while you value their work, their innovation on Product Performance matters the least to customers? The executive I was with has had this very conversation and was able to demonstrate how, for his business, Customer Engagement was the most impactful type.
Read MoreOne-dimensional solutions are rarely enough to create permanent improvements in salesforce effectiveness. A salesforce is complex, with many moving parts and interdependencies. Achieving sales force excellence typically requires improving upon a mixture of several items.
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