How to Sell More by “Selling” Less
Perhaps Jeffrey Gitomer – author and expert on selling and customer loyalty – said it best: “People don’t like to be sold, but they love [...]
How Long Does it Take to Fix a Sales Team?
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 [...]
Five Top Recruiting Strategies for Finding Top Sales Talent
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 [...]
Is Industry Experience Necessary to Fix Sales Problems?
“How can you fix sales performance problems without having spent your career in my industry?” is one of the most common questions I am asked as [...]
How Should I Structure My Sales Team to Meet Growth Goals?
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It [...]
How to Drive The Right Sales Behavior With Your Compensation Plan
To answer this question let’s assume a few things about your business. Picture a hungry marketplace where customers want what your team is selling. Your [...]
“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.”
“Chris developed our sales compensation strategy, helped us find marketing and lead generation service providers, documented our sales process and wove it into Salesforce.com, and hired and managed our first two sales people. He was a tremendous asset to 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.”
“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.”
“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.”
“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?”
“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.”