In the sales world, lead generation should remain a consistent focus. Whether your company is facing good times or bad, a strong lead generation strategy and execution plan is key to maintaining a healthy sales pipeline which ensures you'll meet your long-term revenue goals. The integration of marketing and sales functions is essential in today’s [...]
We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest. But then… as the sales cycle progresses, there becomes a noticeable shift in buyer engagement, and your seller is left baffled [...]
Your company has revenue goals to hit. Each person on your sales team has a quota to hit. There are a lot of moving parts to keep track of. If you’re still manually tracking sales activity, you’re probably investing a large amount of your time and generating sub-par visibility. The small and mid-sized companies I [...]
In 2020, the economy was rolling along until the pandemic brought the entire world to a halt. Demand quickly plummeted as people were quarantined at home and many workplaces rapidly transitioned to remote work. Now, as things seem to be returning to “normal”, many industries have seen their sales numbers recover. I am no economist, [...]
Answering the question of how long it takes to fix a sales team isn’t straightforward. Turning a sales organization around depends on many factors, like the number and severity of fundamental issues. It’s impossible to rewire sales performance overnight. Even if you find and fix issues in your sales process, my experience has shown me [...]
How well does your business find, recruit, and hire high-performing sales reps and key sales talent? Do your methods lead to reliable hires and replicable success? Or do your sales recruitment efforts too often send you back to “square one” after you’ve invested considerable time, effort, and money on an underperforming sales rep with no [...]
Fractional leadership is the practice of using an external, well-versed expert (also known as a C-level executive) to fill leadership gaps in your business on an interim, part-time basis. The way it usually starts when you’re a business owner is that you recognize there's just not enough of you to go around. With each lost [...]
It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you -- and you have this uneasy feeling that you are about to invest in another candidate who just isn’t going to work out. This has been a vicious cycle over the past several [...]
As more organizations embrace a societal purpose, people at the top need to understand how to become effective purpose-driven leaders.
Did you know virtual selling has been in the making for 94-years with the first video call dating back to 1927? Talk about it taking a while for technology to catch on! Learn more about the interesting start to video calls below. The video call has come a long way to become a regular part of consumer mainstream technology over the last few years. But, over the past year, the COVID-19 pandemic pushed the corporate world much faster into using video conference calls as a virtual selling platform and for day-to-day customer interaction. This idea brings to mind the old phrase, "It's nice to put a face with the name." There is a lot of psychology that goes into how a relationship develops because of the connection in seeing and "knowing" someone's face and being able to read and react to their body language. There is a certain rapport and trust that is built. Today, the video call is a differentiator attributed to sales success.
