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 […]
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 […]
Sales Reps: Are You Promotable, Sustainable or Replaceable?
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver and your perceived value. The results you deliver are typically monthly, quarterly or yearly. Management’s […]
Build Your Professional Brand. Know These Lagging Indicators!
Every B-B sales professional needs to prove their intrinsic value. It goes beyond making President’s Club. Sales representatives should think in terms of building their personal “brand” to improve their corporate visibility, increase their income and position themselves for advancement within their own organization or another. To build your brand think like a “sales leader” […]
How Well Do You Know Your Buyer?
Buyers begin each purchasing process with varied degrees of knowledge. Some may have direct experience with products and solutions, while others may have read blogs and industry reports or had conversations with former buyers. That perspective includes information, data, experiences and feelings. Some knowledge may be firmly grounded in direct experiences while other aspects […]
4 Sales Reviews That Every Organization Should Conduct Routinely!
In meeting with sales executives and global account managers who exceed their revenue goal each year, discussion invariably focuses on the benefits of four review processes that pave a pathway to sales success. Successful sales executives meticulously conduct four types of sales review processes: Win-Loss Analyses, Global/Strategic Account Reviews, Must-Win Reviews and Funnel Reviews. Let’s […]
Another Sales Year–Another Sales Quota Miss!
It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year. Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]
Selling in 2016—Is It Time to Get Back to Basics!
If you are a sales executive and you find yourself telling your team to sell more in 2016, you may want to rethink your strategy. The New Year is often filled with excitement, hope and hype–especially at annual sales meetings. It may be time to take a step back and look at the New Year […]
Strategic Account Management: Rebuilding a Poor Customer Relationship
Recently we were conducting a sales workshop on selling to strategic accounts. During one of the breaks a participants (Ken) asked us to have lunch with him so that he could discuss an account problem and gain our insight. Background & Situation During lunch Ken explained that he had recently been asked to take over […]
