Sales Process

Sales professional in a meeting with investors showing documents and sharing information about the company.

5 Ways to Make Your Sales Infrastructure More Attractive to Investors

Most business investors share a simple goal: They want to find the quickest, easiest return on investment. They aren’t looking for a fixer-upper. They want to purchase a well-oiled machine that requires little to no hands-on involvement.
Savvy investors leave no stone unturned when assessing businesses. They look at your people and your processes — and they especially want to see a strong, well-nurtured sales pipeline. 

Business Startup Planning

Startup Success: The Importance of Sales Strategy and Structure

Startup Success: The Importance of Sales Strategy and Structure

It isn’t news that in the startup world, it is often a badge of honor to fly the airplane while fixing it. Startups need to have people involved who have an “all hands on deck” mentality and are comfortable wearing multiple hats. In order to succeed, flexibility must be embraced. 

Startups are made of unique individuals that have specific skills. It’s impossible to be great in all the areas that must be considered when building a business from the ground up. Often, the areas that are not the founder’s strengths are the ones that can fall behind. Some of the top areas that come to mind are: vision, investors, funding, finance, operations, development, technology, and sales. 

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:

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.