Ten Strategies to Use When Your Competitor Lowers Their Price

Few things strike such fear into sales professionals as when a competitor lowers prices. The knee-jerk reaction is to go toe-to-toe and price match. But this strategy is ultimately a zero-sum game; as prices drop and your solution becomes seen only as a commodity, it becomes harder to compete and harder to sustain profit margins.

September 13th, 2021|

Do You Have a Sales Pipeline or a Pipedream in Your Organization?

In recent blogs I've been writing a lot about the evolving market because it's especially important in these conditions to have robust processes that lend confidence and set you up for success. When designed and operated properly, your Sales Pipeline is another key tool to serve in this purpose; a proxy to identify what's going well and what's not going well with your business. 

June 10th, 2021|

Sales Leadership Impact on Your Business: The Right Skills And Activities to Drive Growth

It’s no secret that the sales team is an instrumental piece within an organization. That team requires a strong Sales Leader in order to continually deliver on sales goals to keep the company moving forward. But it’s important to keep in mind that while a team member may be a strong salesperson, that doesn’t mean their skills will translate into them being a strong Sales Leader.

June 3rd, 2021|

Mid-Year Review: Collaborate to Accelerate Your Business

The Covid-19 pandemic dealt everyone a tough 2020, and perhaps now you’re starting to notice some momentum as the economy starts to re-open. Maybe you’re thinking, “we’re seeing a light at the end of the tunnel; let’s just keep doing what we’re doing,” but if the pandemic has taught us anything, it’s that the strategy set six months ago may no longer be applicable.

June 3rd, 2021|

Back to Basics: Tips to Help Struggling Sales Reps

It’s common for sales professionals – both new and seasoned veterans - to run into bumps in the road from time to time that results in a struggle to achieve sales goals. Changing market conditions, taking on a new territory, loss of “that big deal” they invested lots of time into, and a variety of other causes can all be contributing factors to missed sales goals. Whatever the reason, Owners and Sales Leaders need to find ways to positively support their struggling sales reps to help them get them back on the right track.

April 19th, 2021|

Make Your Sales Team Thrive: The Importance of Adapting to Virtual Selling

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.

March 25th, 2021|

The Benefits of Hiring a Fractional Sales Leader

I don’t think that anyone will argue that building and growing a business is a difficult task. Plain and simple, the process, speed, and expectations of cultivating a profitable and successful company are forever evolving. The advanced demands in today’s world have proven to be problematic for business owners. It commonly puts them in a position of having to lead without proper experience, knowledge, or focus, making it increasingly difficult to function at peak level across all departments.

February 25th, 2021|

“Chris helped eTERA design and implement a customized sales playbook to help us grow our business effectively. His thorough analysis of our sales processes, incentive programs, sales coverage strategies, and hiring practices has laid the groundwork for our future growth plans.”

Scott Holec, President – eTERA

“Chris developed our sales compensation strategy, helped us find marketing and lead generation service providers, documented our sales process and wove it into, and hired and managed our first two sales people. He was a tremendous asset to Orderhouse.”

Mike D’Errico, CEO - Orderhouse
“Chris’s extensive senior sales leadership background was particularly instrumental as we grew our salesforce and developed sales managers, while launching new product offerings for our customer base. Chris was able to be strategic, but at the same time roll up his sleeves and be hands-on as is often necessary in an entrepreneurial organization.”
Lauren Fitzgerald, CHRO – Strategic Investment Group
“Chris is a world-class sales leader. His expertise includes both commercial and government markets, both in the US and globally. He is a strong people leader who was instrumental in the successful integration of DigitalGlobe and GeoEye.”
Jeff Tarr, CEO - DigitalGlobe
“Chris is an outstanding sales executive who not only understands the need for strong business results, but also possesses the business knowledge, management and interpersonal skills necessary to produce those strong results consistently.”
Joe Greeves, CFO - GeoEye
“It was a relief to have a sales professional with a big picture mindset in my C suite. He facilitated significant breakthrough for our firm. In addition, Chris tailored his program to match our timing and budget. I am thankful for his expertise. In addition, we have developed a friendship – what could be better than that?”
John Scott, CEO at Scott-Long Construction
“I initially engaged Chris to help us with our sales strategy, but he also helped us identify other holes in our overall business plan that we needed to address. He went a step further to find companies who could deliver what we needed, and they did. What sets Chris apart from other sales executives is his authenticity and genuine desire to provide value in helping you achieve your sales goals.”
Ola Sage, CEO - CyberRx

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