[Eel: Gatekeepers, deal spoilers, and nay-sayers at the prospect company who work to prevent any sort of change.] In every deal there is an eel. A person who is against the deal—maybe on principle, maybe because they’re your competitor’s champion or they fear they will be made to look bad if a new vendor is ...
Editor’s Note: Craig M. Jamieson has been in sales in many capacities for many years, developing a treasure trove of great advice for small businesses. He has been a sales manager, a business owner, a consultant, a trainer — and has taught salesmanship at the university level. He has seen social business evolve — and ...
Say you’re a salesperson. One fine morning, 45 sales leads make their way to you from a variety of sources. Nothing but good news there, right? Upon consideration, 3 of them are well-qualified opportunities who want to move forward and learn more about your product or services, 12 are completely useless, and the rest of ...
A dim, dank cave would be no place for a business. You couldn’t see anything clearly or find what you needed. Employees would be forced to store valuable company data in a haphazard fashion underneath rocks and pasted to walls. Customers would come in and become quite lost, with no clear path to follow, and ...
There are only 3 things you need to know to generate predictable revenue for your business: Sticky product/service: Your products that generate the highest revenue potential with the highest likelihood of closing Pipeline: A scalable process for converting prospects into clients Time: How long it takes to convert a prospect into a client And that’s ...
To be Head of Sales is my choice for the hardest leadership job. That’s not just because Sales is the source of revenue and tends to feel external friction first, but because sales organizations are all unique and create singular challenges. Remote and Distributed Teams Sales teams are frequently spread out over different time zones ...
Like Bill Murray in the now-iconic movie Groundhog Day, far too many executives fall short in their attempts to hire a sales VP who can get the job done, so they find themselves repeating the process again and again, without ever truly realizing why they continue to fail. I’ve spoken to enough CEOs to understand ...
Leads are the lifeblood of sales. Without them there are no sales. Without solid management, a lead is wasted — and that is hard to take. We recently asked several leading sales experts to weigh in about sales lead management, both from general and social selling points of view. Barbara Giamanco A leading social selling ...
