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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The FLA is the thought leader and guiding force within the fractional leadership industry, uniting the diverse community of organizations and professionals. The vision is to foster collaboration, promote growth, and shape the future of the fractional leadership industry on a global scale. The FLA seeks to define fractional leadership excellence, setting the industry's gold standard.
Read MoreIt'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 MoreMy philosophy on leadership was initially shaped by those latter interactions: setting meetings with VPs of Sales and Marketing, meandering through their office spaces to conference rooms, and engaging with various team members. Observing their interaction with technology and their cultural dynamics provided me with a tangible sense of the environment fostered by the leader at the helm.
Read MoreIn the landscape of fractional sales leadership, where adaptability is the cornerstone of success, the challenge of establishing a precise pricing strategy for a freelance sales leader is nuanced and layered. Several external factors have to be considered.
Read MoreThe majority of wineries today focus their business model on growing their direct-to-consumer business. At the core of that strategy is converting winery visitors to club members, where they will receive extra care, focus, and attention to retain them as loyal customers. Wineries selling direct-to-consumer yield higher profit margins than sales to wholesalers.
Read MoreThe Vision Paper outlines the tenets of the Sales Leadership model in the context of current and future trends for companies that need to manage issues outside their current capacity or their capabilities in sales leadership. It also describes this new category and approach to human capital management because growth requires an investment in Sales Leadership.
Read MoreA recent study of around 1,000 fractional sales leadership assignments sheds light on this evolving role, offering a statistical benchmark to navigate its landscape.
Read MoreSales success requires a major investment of time and resources from the top. Sales leadership is all about defining the sales strategy, developing the right processes, sales tools and collateral, building a sales-driven culture, coaching, training, and of course -- ringing the bell!
Read MoreIn the end, while the figures will vary, my conviction is that the ideal falls within 15-25% of your time—translating to 6-10 hours weekly. The secret to success isn’t merely the quantity but the regularity of business development efforts, with a daily commitment being the gold standard.
Read MoreThere are many adages about asking the right questions. Basically, if you ask the right questions, you can learn a lot about people. This hits me every day in my conversations with prospects and clients. Slight changes to questions or much more direct questions can alter an entire conversation -- for the better.
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