5 Strategies for Improving Sales Performance
When sales start to fall from expectations, don’t hire a new team. Use these strategies to help get your numbers back on track and exceed sales goals.
Sales Process
Why You Must Start the New Year with a Well-Defined Sales Plan
In order to start the New Year with a well-defined sales plan, you must first know three things: where you are, where you want to go, and the best route to get there.
How To Start a Sales Presentation So You Can Close More Sales
A great closing requires a great beginning, and this begs the question: How should you start a sales presentation that is more likely to close the sale? The simple answer is that creating an effective sales presentation requires understanding your target market, knowing what makes your company different from the competition, and being able to…
Three Questions for Hiring Your Next Sales Leader
Three Questions for Hiring Your Next Sales Leader Fifty-two percent of small to mid-size businesses fire their sales leader within 18 months of hire (according to SBI). This statistic is troubling. It is especially troubling because it should be easy to hire a high-performing sales leader – if you know the right questions to…
Cold Calling Doesn’t Work — But There’s Still A Way To Heat Up Your Pipeline
Cold calling is in the deep freeze. It has become a futile, costly and pointless exercise for nearly every business or organization. So, why do so many businesses still cling to this antiquated and ineffective practice? And more importantly, how can businesses and organizations better utilize their limited resources to heat up their pipelines? Read…
Great Sales Leadership Makes Great Sales Teams
It’s that time of year… The NFL season has ended and it’s time to regroup and look at the team. What type of budget do I have and how do I get the best team? It’s always tough to lose your star player – let alone some outstanding team members who may be traded. Somehow,…
WARNING … The Apathy of Success
Time after time we see good companies (or what we thought were good companies) experience major business health issues … with some unable to pull out of their death spiral. What causes these issues and how can they be prevented? Apathy (or complacency) can be the root cause of many issues, especially in small to…
What’s In Your Pipeline?
I recently shared at a workshop of small business owners that a company’s sales process is the backbone of any organization, and that new and existing sales opportunities in their pipeline represents the lifeblood to future business growth and sustainability. I’ve found over the years that the key to sales success is the ability to…
How to Demystify the Sales Team Black Box
For many business owners, the sales team is this mysterious “black box.” They do not really know how or why the team works, they just know that the team is selling and the business is making money and paying its bills. But without knowing any details about the sales team, how do you know if…
Why Having a Sales Infrastructure in Place Attracts Serious Buyers and Commands Top Dollar
No matter what industry you are in or how long you have been in business, owner goals are the same: you want your business to succeed. However, for many owners, a time will come when your goals shift and you start thinking about selling your business. When this time comes, having a solid sales infrastructure…