Sales Team Sales Process Meeting

Answer Your Customer’s Three Whys to Ensure Your Sales Process is Perfectly Aligned

In every sale – no matter the product, service, market, or vertical – the customer needs to answer three important questions. Why do anything? Why you? Why now? Understanding your customer’s “Three Whys” will help you design a sales process that is in perfect alignment with the way your customer wants to buy. Why do…

Sales Strategy Meeting

Joining Sales Enablement and Revenue Enablement for Strategic Growth

The way businesses market to customers is forever evolving. From flyers and posters to the dawn of digital, the face of marketing has changed remarkably over the last 50 years. With the Internet came sales enablement, followed by revenue enablement. The constant shift in paradigm is crucial when considering sustainable growth. But in order to…

Sales Meeting

Leveraging Sales Agility for Revenue Operations Success

Understanding and adapting to B2B buyer preferences, expectations, and timelines is crucial to generating long-term, consistent revenue growth. Rigid plans and processes may appear on the surface to provide consistency and predictability across your sales organization, but they do not account for the varied nature of your individual prospects. B2B selling is not a one-size-fits-all…

Sales rep shaking hands, accepting a sales manager position

Risky Business: Why a Great Sales Rep Might Not Be a Great Sales Manager

When your organization needs to fill a sales leadership role such as the sales manager position, it’s tempting to look first to your current sales team members. After all, promoting your top sales rep would send a great message to your sales organization, right? Work hard and become a consistent top producer and you —…

Sales Team Meeting

Inbound vs. Outbound Sales: Knowing the Difference Will Greatly Improve Your Success!

Differentiating between inbound sales and outbound sales is integral for coaching a sales team to perform to its highest potential. So why do most salespeople want to automatically pitch their products or services to a sales prospect on the first call? While studies have shown that more than 50% of inbound prospects welcome a demonstration…

Hand with Time for Change Written

Will You Spring Forward to Seize the Day in Your Sales Leadership Career?

It seems to me that Daylight Saving Time, or DST, is the seasonal manifestation of “carpe diem,” the Latin phrase commonly interpreted to mean “seize the day.” The goal of both is clear: use your time to its best advantage – for yourself and for others. In his book, Seize the Daylight, author David Prerau…

Sales Pipeline

Mastering Your Sales Pipeline

All B2B companies have a sales pipeline, but few small and mid sized business owners can rely on it to run their business. Many companies who struggle with sales also lack an accurate sales forecast. I work with business owners every day who are trying to get a handle on their pipeline and improve the…

Businessman Climbing the Stairs

Every Enlightened Journey and Every Meaningful Climb Begins with a Single Step

Do you use a fitness tracker? If so, you can probably quickly discover how many steps and how many miles you walk in a day. You might be able to tell how high you climb, as well. Unfortunately, what a fitness tracker won’t tell you is if you are on the right course. (You’ll at least need GPS functionality for that!) But regardless of how many steps you take or how high you climb, if you aren’t on the right life path and moving in the right career direction, you’ll end up wasting a great deal of energy and a great deal of time only to end up frustrated and disillusioned.

So, what path are you on? After a long career of success in sales leadership, are you walking in circles or going nowhere on a career treadmill? If so, there’s a better alternative:

Businessman Taking Time to Relax

No Time Like the Present to Give Yourself the Present of Time

After a long career in sales leadership, you’ve undoubtedly used many personal and professional “gifts.” These might have included innate talents such as being a great conversationalist or an accomplished leader, for example. But your gifts could also include the knowledge and skills and expertise you’ve acquired over the years. You’ve given of your gifts…