2019
Can you tell me what your pricing is? A question that is bound to come up at some point. Sometimes, not until the very end of your presentation, and other times right after you exchange hello’s. Sales people, switch roles for a second. You are the buyer and you have to work with a sales […]
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All I hear and read is the new way to sell. You need to engage this way, and the buyer is doing more research than ever before you even speak to them. You must engage with them socially first, but don’t try and sell them. Use data and spreadsheets to sell. Blah…Blah…Blah. Can we be […]
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Most companies have a Mission Statement and leverage it as much as possible – on their website, with employees, customers and investors. I think this is important, and can align the company. However, I think each group within the company can have a mission statement as well. And let me be clear, it must jive […]
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The dreaded weekly pipeline call. Sales people are notorious at having a bloated pipeline filled with Opps that will never close. Why? Because most sales reps think when it comes to pipeline, size matters…which it does. A rep typically needs 3X their quota in actual pipeline to hit their numbers. However, a bloated pipeline, filled […]
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So many companies get to the point to hire sales people and build a professional sales team. GREAT! But, it’s not all about human capital. You need to have an infrastructure in place in order for these new sales professionals to hit the ground walking and be successful. A sales team is just one part […]
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Almost every company goes from not having a professional sales team to having one. Many CEOs think the first step is hiring a head of sales. And sometimes that makes sense. We think for every other time using a sales consultant to come in and establish and enable a sales team to perform their jobs, […]
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