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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While your website can share all the rational reasons for why your product is the best, no one will buy unless they feel they get to know you, have a likable online experience and develop the trust that the product or services delivered actually meet the description provided.
Read MoreIf you don’t make the time and effort to refocus your mind on the positive through introspection, you won’t give yourself the opportunity to grow and develop.
Read MoreAnd here is a list of alternatives to the just-checking-in-email, if you do not have a good reason but want to find one. For all these, there is one overriding principle: make sure that what you send is relevant to the prospect. Otherwise, they will - rightfully so - consider it spam, and it will devalue every future interaction you have with them.
Read More* Just kidding, there is no such thing. The many, often conflicting goals a sales compensation plan is meant to achieve, in addition to the huge variety of products, services, and businesses, make it impossible to have one plan that is “the greatest.”
Read MoreBody language is a mysterious, unspoken way that people unconsciously communicate what is really on their minds. The importance of body language in sales lies in the fact that many buyers are either unsure of or reluctant to openly communicate their intentions.
Read MoreAlthough every leader knows the importance of communication - for the success of their organization, their people, and themselves - a surprising number of leaders fail in this vital skill. According to a survey, only 10 percent of frontline leaders are effective at conveying performance expectations and facilitating clear agreement on the next steps.
Read MoreA few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
Read MoreLinkedIn and other social media platforms are full of those who self-describe as “#1 Influencer,” “Change Agent,” “Hacker,” “King,” “Best-selling Author,” “Wolf,” “Keynote Speaker,” “Evangelist,” “Thought Leader,” or ”Advocate.”
Read MoreSales productivity is typically measured in sales revenue per salesperson, individually and as an average over a team. This is a straightforward approach that can be further enhanced by including factors like, e.g., hours worked, profitability, percent of target, or lead conversation.
Read MoreIn the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
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