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In my last blog, I discussed how difficult building a sales team can be, especially for a startup. Your sales reps need to be entrepreneurial-minded (what I call salespreneurs) in order to help get the company truly off the ground and headed toward success. Now let’s take a look at how these salespreneurs should focus ...

Keeping in touch with your prospects after a sales call is more than just “touching base” or “checking in.” Here’s the deal. To keep sales momentum alive, you need to provide value on every interaction — even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches ...

Tension is high, and anticipation is thick as the annual sales kickoff for DisruptaCorp begins. Employees at the young tech startup settle in their seats. Mobile devices are hurriedly silenced and stowed. Chatter dissolves into quiet. The CEO, Priya Neghandi, stands in front of the room alongside her VP of Business Development, Kelvin Wickersham. Without ...

In my last corporate role, I ran the Australian region for one of world’s biggest CRM software companies. It was my final role in a twenty-five year career working in the technology sector. Everywhere I worked I was always a ‘true believer’ in what I was selling – you have to be, to be successful. ...

The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. If you yourself have ever purchased from Amazon or a similar vendor, you probably recall that you have never spoken to a live person, not to mention a salesperson ...

Women in Sales The statistics are challenging — Women comprise only 39% of the global salesforce. Currently, finding qualified, career-stable candidates (of both genders) for in-demand sales roles is difficult, expensive, and a statistical crapshoot. A recent demographics report published by CSO Insights found that while over 90% of organizations are growing or maintaining their sales ...

Through my leadership coaching of CEOs, marketing professionals, and sales leaders, I have learned that changing behavior is not always about doing more. It is often about doing less—avoiding certain behaviors and actually curtailing certain actions in an effort to have more of an impact as a leader. As an illustration, here are three common ...

We are deeply honored to have been ranked #257 on Inc. magazine’s most recent list of 5000 fastest growing private companies in the U.S. This list is of great importance to us because represents a segment of the economy that, in our minds, will be its savior: America’s independent entrepreneurs. We’re obviously in great company–companies ...