1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ... Read Post

Flaws and Costs in the Traditional Sales Hiring Process Weak salespeople cost companies millions of dollars every year. When you have weak salespeople, they struggle, you get frustrated, and your company loses millions in revenue and profit. In contrast, when you have strong salespeople, they make your company millions every year. With strong salespeople, you ... Read Post

This year I have been skiing quite a lot. This is because we have had great snowfalls, and also because I’m Austrian and, well, that’s what we do. Two years ago my son’s girlfriend began in the sport. While she’s making good progress, I’m also aware of how important a solid foundation is for her. ... Read Post

As all you history buffs out there know, the American War of Independence is one of the most remarkable events in world history. There are a number of interesting parallels between this struggle and sales, salespeople and companies which I am going to take up in a new series of blogs. Why is it important ... Read Post

No doubt, you have seen this quantum shift and its consequences in your industry: your competitors have increased in number and become more aggressive. Your products or services are more difficult to sell than in the past. It has become a challenge just to differentiate your company from your competitors, and price issues are a ... Read Post

Q2 – Kick into Gear The second quarter is here, along with the often frenetic countdown toward meeting those quarterly quotas. The sales leadership team has decided that in order to achieve the very aggressive and always-looming revenue goals, bringing in at least one ‘big score’ this year is a strategic necessity. In preparation to ... Read Post

Excerpted from the book Social Upheaval: How to win @ Social Selling Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible. The confidence many have in their oral skills evaporates the moment they are required to transfer their thoughts to ... Read Post

Video is perhaps the most valuable tool for the sales professional today, and used properly can help establish you as an expert, evaluate your presence in the industry, and help you prospect. Think that is crazy talk? Well, I invite you to join me for this episode of my YouTube show Cap’s Car Cast. Enjoy ... Read Post