If you’ve got an important sales opportunity in the works, you can improve your chance of success by preparing in advance, and visualizing the steps that will lead your prospect to make a purchase decision in your favor. During a buying cycle, there are very few opportunities to interact with your prospect in a meaningful ...
When do you know a shift is occurring that will significantly alter the competitive landscape and terms of play? How can you spot the signs? Some people lead a shift and determine its direction. Steve Jobs is a good example. He engineered a series of discontinuities that not only changed the world of communication and ...
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 ...
Using Social Channels to Align With Your Buyers’ Journey Editor’s Note: Today we are posting Chapter 4 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers ...
No matter how you slice it, sales management is a tough job. The sales force is the front line of revenue. Company management doesn’t put that pressure on the salespeople, though: they place it squarely on you, the sales manager. The sales manager is the person responsible for meeting sales quotas, figuring out how they’re ...
While preparing for a recent corporate training workshop, I recommended to the company’s management team that we conduct a pre-survey with their participants. The results pointed to two critical sales issues that you cannot afford to ignore. The company’s management team asked, “Why do we need to do a survey? We know what issues we ...
You may have heard of the mushroom syndrome. It’s where you’re basically kept in the dark and fed — well, let’s just say — fertilizer. The mushroom syndrome as it applies to management is often called “mushroom management.” Unfortunately, it is more common than we’d like to believe– and can be disastrous A fantastic example ...
