Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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After 30 years in sales, revenue, or growth, most executives have done a lot of different things; in fact, many LinkedIn profiles look alike. Most everyone has worked at a few nameplate accounts, has delivered substantial growth, has built and transformed, hired and coached, and exited successfully. But now it is time to identify your superpower!
Read MoreIn the course of helping clients find their ideal CROs, I hear the gamut of perspectives from both the client side and the executive side on the role of Sales Head and the Chief Revenue Officer. The terms and roles are often used interchangeably, and the definitions of each role vary widely.
Read MoreThe Peter Principle is a real phenomenon that can have negative effects on businesses if not addressed properly. Employers should be careful when promoting employees, ensuring that they are prepared for their new role and monitoring their performance closely.
Read MoreJennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
Read MoreSalespeople have been trained to persuade, convince and even cajole buyers into making a purchase. However, I think a new paradigm should be looked at. Instead of trying to sell, focus on helping buyers to buy.
Read MoreThe simple answer is that the guarantee is inherent and built into our model. Our placements are neither retained nor made on a contingency basis. There is no upfront investment of up to $70k into recruiting before the executive even has their first day.
Read MoreIn enterprise sales, the art of follow-up is a key ingredient to closing deals and building long-lasting relationships with clients. Following up -- in the "right way" -- can go a long way in helping you stay top of mind, showing your commitment to your client's success, and demonstrating your value as a trusted partner.
Read MoreIn the world of enterprise sales, the waiting game is an all too familiar phenomenon -- those long and often frustrating periods of time that sales professionals spend waiting for prospects to make a decision. These waiting periods can drag on for weeks, months, or even years - for large deals.
Read More… put a process in place that ensures that the GM sees every review and personally calls every customer that has had a negative experience. The conversation would start with an apology (“I am very sorry for your experience …”) and gratitude (“Thank you for letting us know …”).
Read MoreI have gone through two economic downturns, the burst of the dot-com bubble in 2000 and the financial crisis in 2008. So, what are my top tips or hacks for managing your sales pipeline in an uncertain economic environment?
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