INSIGHTS I’ve met over a thousand CEOs, but only two who said it’s unacceptable to miss targets come to mind. All other CEOs made excuses for their VP of Sales. https://youtu.be/ucNllaTCRmo I’ve met over a thousand CEOs, but only two who said it’s unacceptable to miss targets come to mind. All other CEOs made excuses …
#1 Reason Why Most Sales Leaders Fail | CEO Insights Read More »
INSIGHTS Winning sales cultures drive sales performance and attract and retain top talent. You want a list of sales culture best practices, but it all starts and ends with accountability. INSIGHTS You want a list of sales culture best practices, but it all starts and ends with accountability. Most of us know that a positive …
11 Winning Sales Culture Practices that Drive High Performance Read More »
INSIGHTS The key to effective sales process evaluation is avoiding searching for problems in your sales process. It’s about identifying and initiating improvements. https://www.youtube.com/watch?v=sVthNESZdnA Assessing your sales process is crucial for any business looking to improve results and increase revenue. By deep diving into your sales process, you can identify areas for improvement and make …
Assessing Your Sales Process: How to Improve Results and Increase Revenue Read More »
INSIGHTS All sales leaders and managers need to know: this economic shift will prove whether you are a good sales leader; or not. I don’t want to diminish any company’s success in the last year. However… Hitting quota these past several years was great, but everyone was buying. We had a hot market; people were …
INSIGHTS Your best advantage during the lead-up to New Year is to lean into the fact that it’s the holiday season. Make next year the enemy. The holidays are a wonderful time of year: cheer, spirit, and fun. But, many sales managers accept that business slows down in the days or weeks before New Year, …
Holiday Season is Not an Excuse to Miss Sales Quota Read More »
INSIGHTS Sales teams plateau for one reason: weak leadership. Key insights in this guide include: If your team is genuinely plateauing, look at your sales activities, goals and systems to determine the problems. So, why does a sales leader plateau? Sales leaders plateau due to a weak leadership style. They must think of creative solutions to …
Why Do Sales Leaders Plateau? Managing Plateaued Sales Teams Read More »
INSIGHTS Classifying a sales lead boils down to classifying MQLs and SQLs. But know that classifying leads and discovery are different. Every great lead generation strategy has a finely-tuned lead qualification and discovery process that guides your business relationship and approach with your potential customer. However, most companies learn to categorize leads using lead qualification frameworks and …
How to Classify Sales Leads | Company-Centric Activities Read More »
INSIGHTS Regardless of the economy, quality talent is scarce. And it continues to decline as less qualified individuals enter or stay in the job market. Technically, you can find sales professionals everywhere. They’re at the mall. They’re at car dealerships. They’re on the phone and in your inbox. You can find salespeople anywhere. But that …
Where to Find Salespeople | Top Sales Leader’s Thoughts Read More »
INSIGHTS IN SALES MANAGEMENT, EVERY CHANCE, EVERY OPPORTUNITY, EVERY MOMENT IS A COACHING OPPORTUNITY. The reality is there’s no one size fits all approach to this answer. It’s like asking how long is a piece of string. So, how much time should you spend coaching your sales team? It depends. You spend all the time …
How Much Time Should You Spend Coaching Your Sales Team? Read More »
INSIGHTS Building an effective sales team is like creating a championship-winning team. No NBA champion, no Premier League Champion will work out in their home basements, doing push-ups & running on a $300 treadmill. They go to high-performance centers, and so should your sales team. INSIGHTS IN THIS GUIDE So, should you hire remote sales …
Should You Hire a Remote Sales Team? My Answer Is No Read More »
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