Jan 2, 2023 | Coach Effectively, Sell More, Strategic Thinking
The key to making your 2023 sales number. You may be saying to yourself, “2023 is just getting started. I have all kinds of time.” No, you don’t. Sales do not magically happen. They take time to develop for two reasons: Sales Cycle: Let’s...
Nov 15, 2022 | Hire Better, Leadership, Research
How to improve sales hiring success Senior leadership invariably wants to hire better salespeople. It begs the question to ask better than what? Better than the existing salesforce? Better than the competition? Better than the top five percent of all salespeople?...
Oct 10, 2022 | Leadership, Research, Sell More, Strategic Thinking
Selling into a Recession…Does it matter? We’re seeing an interesting phenomenon. Many companies are reporting record sales and see nothing but blue skies ahead. Others see storm clouds on the horizon and have already begun laying off salespeople....
Aug 2, 2022 | Leadership, Sell More, Strategic Thinking
Sales strategies for turbulent times. As I write this, we’re facing crippling inflation, persistent supply chain problems, and soaring gas prices. The stock market fluctuates wildly. The Federal Reserve is raising interest rates to cool things down. If it goes...
May 27, 2022 | Coach Effectively, Leadership, Research, Strategic Thinking
Understanding the real cost of sales. Every CEO we work with is concerned about the cost of sales. They know how much they spend on their sales organization as a percentage of gross margin and total revenue. The most astute CEOs understand that traditional measures...
