Do You Know Where Your Business Comes From?

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One of the most common issues I find with struggling Sales Organizations is a lack of focus. This is a pretty natural occurrence in the whole evolution of a business.

First Starting Out

When a business first starts out, they need to get revenue! They will sell to anyone who might be interested in what they are selling. The size of the account doesn’t matter, the complexity doesn’t matter, the location doesn’t matter – all that matters ...

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How to Get Inside Your Prospect’s Head

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Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great tools for the Sales Professional. Marketing automation can, based upon your prospect’s behavior, feed them the right information at the right time so when it comes time to sell, they are already chomping at the bit to learn about ...

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Confidence is a Full Pipeline

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I run into overwhelmed Sales Professionals all the time. Their job is not as glamorous and easy as many would have you think. Pulling all of the activities and strategies of a successful Sales Professional can be difficult. You are constantly managing multiple opportunities at different stages of the sales process with different industries, stakeholders and standards that make it a non-stop challenge. That being said, some Sales Professionals have mastered it. Ultimately the key ...

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Elevating Your Sales Organization

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Elizabeth has been a Sales Professional for 10 years. She had worked hard and consistently produced for the two companies she had sold for in her industry. Tomorrow she was going to start at a brand new company as the Director of Sales. She was excited to say the least. She was ready. She had completed her master program at the university 6 months prior. She was fortunate to have had two ...

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What to Do When Your Sales Team Says They Have Too Much Admin

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Often as a sales and business development consultant, I have sales producers come up to me and say, “There’s so much admin. I can’t focus on sales. I’m best in front of my prospects, not sitting behind a computer doing things.” When I hear that, I take a step back and say, “Okay. Perhaps we can improve that a little bit for you.”

The Case for Less Admin

As a Sales Leader, don’t just chalk this ...

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