A friend in the process of starting a new business recently sent me an email, asking, “How in the world do I set sales quotas?” For anyone who hasn’t done this before, the answer can be fairly elusive. Setting quotas is a blend of art, experience, and data. Before you start, make sure your sales [...]
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So far SalesGrowthAdvisiors has created 9 blog entries.
If there is a silver lining to the pandemic-related economic shut down, it is that a lot of excellent salespeople are now available and hungry to contribute to your business. The opportunity here is to rehire your best performers and then build a stronger team than before. To hire a stellar sales team to accelerate [...]
Learning to adjust your sales leadership practices to fit these unusual times may not be an easy correction. You probably have been honing your system for years; pivoting to these extraordinary circumstances is hard for even the most limber. So my advice is to focus your attention on the definition of “Leader” as supporting your [...]
Business books written in the last 20 years certainly did not envision the current challenges posed by COVID-19. Whatever you thought 2020 would look like for your company is now a completely different picture. Any plan to achieve revenue objectives in the short term should be carefully reviewed with more than the usual amount of [...]
I’ve noticed something interesting about small-to-medium businesses across industries: Many are not very specific when describing their target client. This is a major sales roadblock, especially for B2B companies. You have to precisely define who your ideal client is and what they care about before you can engage them in a sales conversation. Who [...]
Obstacles to growing a business are not always monetary. Issues that restrict a company’s ability to grow are sometimes related to the wrong value proposition (i.e., focusing on your business offering, not on the customer’s needs). How do you know if you have the right value proposition that removes obstacles to growth? And if not, [...]
Starting a company is hard work. Keeping it running properly is even harder. You live your life in a swirl of competing priorities; on any given day, you’re likely to be launched sideways by an unexpected hiccup. So, how do you keep revenue growth on track and predictable while dealing with a myriad of other [...]
Depending on when you're reading this, there are limited business days left in 2019. Wouldn’t it be great to use that time to help your company get a fast start to the best sales ever this coming year? Here are five things to do now to guarantee your best sales start to 2020 revenue. 1. [...]
Anytime you’re in the game with the clock running down, strategy matters. With only about 40 business days left in 2019, you may not have time to run the full sales cycle. What you can do is home in on qualified prospects already in the pipeline. Ask yourself these strategic questions to figure out which [...]