Does Your Company Culture Respect the Sales Force?
If we asked this question to most company CEOs and their direct reports, we would expect a resounding yes followed by concrete examples of how their organization respects and supports the field sales force. Perception, however is not always reality. All too often, we hear the following comments being uttered about the sales force by […]
Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
Listening is a Sales Skill That is Often Ignored!
In the competitive realm of sales across various industries, the ability to listen effectively is a key yet often overlooked skill. But what would happen if we started to listen more attentively? Are you a great listener? This simple question can have profound implications in your interactions, not just with clients, but with colleagues and […]
4 Sales Costs That Are Killing Your Profits
After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and customer relations. We believe organizations could improve their financial results […]
Here is What “No Decision” & “Lost Deals” is Costing You!
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is staggering. Here are some numbers to ponder. These came […]
Six 2018 New Year’s Resolutions for Sales Managers
The New Year is here…so if you want to sell more you better prepare yourself to sell smart. Take a serious look at how you and your team sold in 2017. Where are the performance gaps? Who are your “under performers” and how are they adjusting their selling strategy? Is your sales funnel overloaded with […]
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food server greeted us with a […]
Why Sales Data Matters to Your Success!
W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay using the data that is readily available to […]
Why Map the Customer’s Buying Process?
It seems like such a simple question, but if your company hasn’t defined and mapped the process your customers go through to make a purchase decision you are just guessing and guessing can cost you time, money and market share. According to CSO insights and other research organizations, many sales organizations haven’t taken the time […]
