The previous year’s total revenue was attained by the end of the second quarter.
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.
In large measure, my new book, Hope Realized: Finding the Path to Sales Success, is about a business owner named Steve who must find a way to bring his business back from the brink of collapse. Steve is heroic in that he recognizes that he needs help, seeks it, accepts it, and does what’s necessary…
Effective sales leadership and sales management are crucial to sales team performance and bottom-line results. Surprisingly, while a recent Sales Xceleration survey revealed that 96% of Sales Managers recognize the need for sales leadership training, only 1 in 5 organizations budget for it. Why does this sales leadership training gap persist? Three primary reasons: Ignoring the…
From Zero to Heroes: Sales Xceleration Quickly Reaches 100th Advisor Milestone One hundred Advisors and growing! What a ride it has been and continues to be. What a blessing it is to continue to grow our influential network. What an honor it is to work with these experienced, wise and talented outsourced sales management consultants.…
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…
In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales compensation plan that effectively motivates and rewards performance as it drives bottom-line financial results. One reason for this persistent problem is that most companies don’t appreciate the uniqueness of the…
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…
Could your sales team work more effectively? Work more efficiently? Produce stronger results? If so, the secret to helping your sales team members and your organization achieve more could be teamwork. Sounds simple, right? But as any sports team coach will tell you, superior individual performance depends on the support of a highly functional, supportive…
When buyer needs and seller solutions are in perfect alignment, magic happens. But getting there requires navigating a path of clear communication, accurate perception and the fulfillment of a brand promise. And the best way to get started is by crafting a good value proposition. Read More at Forbes.com
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