Businessman virtually evaluating business sales processes

Tune Up Your Sales Engine in a Market Slowdown

Tune up your Sales Engine in a Market Slowdown

Business owners and CEOs must reevaluate all business functions during a shutdown period. A key area to focus on is the sales function, including what adjustments will be needed to prepare a business for ramp up, and position a company to quickly capture new opportunities and revenue sources. Sales are the lifeblood of most businesses, and there are several steps that you can take to improve results during and after a period of market slow down.


Remote Salesperson Working

Remaining Effective as a Salesperson While Working Remotely

Remaining Effective as a Salesperson While Working Remotely

If recent global events have you scrambling and looking to reinvent the way you conduct “business as usual” in a remote work environment, you are not alone. Creating a plan and focusing on your ability to be flexible and adapt will represent the difference between just staying afloat and thriving in this changing landscape. Whether you already have a plan in place or are starting from square one, here are some key components to keep in mind in order to maintain productivity and keep your sanity while moving to a virtual office.

Woman Sales Leadership Consultant Leading a Team

Why Small to Mid-Sized Businesses Need Sales Leadership Consultants in a Crisis

What Is a Sales Leadership Consultant, Why Are They Needed (and Why Should You Be One)?

If there’s one thing that’s become clear after several years working with small to mid-sized business clients, it’s this: they truly need and benefit from the sales leadership that fractional sales leadership consultants provide. This fact, of course, raises three questions: 1) Just what is a sales leadership consultant? 2) Why are sales leadership consultants so important to smaller businesses? and 3) Why should an experienced sales leader consider a career in sales leadership consulting?

Let’s answer these essential questions one by one:

Businessman preventing the dominos from crumbling

How to Implement a Crisis Sales Plan

Nearly every sales organization – successful ones, anyway – know the importance of having a sales plan, but should your standard sales plan change in times of crisis? Almost certainly. Especially for crises that could last for an extended period, your sales organization should be able to quickly and seamlessly pivot to a flexible and effective Crisis Sales Plan. Here’s an action plan to help you implement a new sales plan in times of crisis:

Business CEO thinking with employees in the background

Questions CEOs Ask Themselves Daily

Early this year, I attended a networking event in Maine with a panel of six top CEOs from the Portland area. The focus of the panel was “60 Ideas in 60 Minutes.” This was a fascinating group that provided anecdotes on what made their businesses so successful and identified the key drivers to their success. This group made me think about several of my favorite quotes such as: “Be open to the different and do not let fear hold you back,” “When it comes to people, slow is fast and fast is slow,” and “Culture is paramount.”

Helping hand reaching out to a new sales manager to teach success

4 Tips for Succeeding as a New Sales Manager

What do skilled sales professionals and effective managers have in common? Frankly, not much. And when someone leverages sales skills to gain success in a management role, it’s not just a new job title — it’s a whole new world.
I learned this lesson when I was promoted to sales manager. I’d been an integral part of the sales team, but once I became responsible for managing the team, instead of executing the strategy, my relationship with my colleagues transformed.

Sales and Marketing sitting down to have a strategic meeting

3 Ways to Smooth the Friction Between Sales and Marketing

Of all the departments within a small business, perhaps no two have a more dysfunctional relationship than sales and marketing. Different surveys reveal different reasons for this, but the most common culprit is poor communication. The sales team might believe marketing should provide better leads, while marketing might think sales should do a better job closing the leads it does generate.

Sales team discussing strategies for seasonal fluctuation in their business

Sales Tips and Strategies for Business Facing Seasonal Fluctuations

Every business has its challenges. But when your sales cycle is seasonal, it introduces a host of unique issues that can threaten a company’s bottom-line sustainability and inhibit future growth. When you have uneven periods of sales and annual revenue depends on a narrow window of opportunity, planning carries a higher risk of being off-target and misdirecting cash flow. The reality is that if your season doesn’t go well, the whole year can be lost.