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Are you Managing Forward, or are you looking in the rearview mirror?
We know that generally the Sales Manager is often the weakest link in a Sales Organization. We also know that the best Sales Managers spend at least 50% of their time coaching their sales people (even the top-producers and veterans). … Continue reading
Focusing On “High Gain” Activities: Q4
Pareto’s Principle, also known as the 80/20 rule. Pareto’s principle came about when he realized that in 1906, 80% of Italy’s land was owned by just 20% of Italy’s population. Today, Pareto’s principle applies to many different areas of business, … Continue reading
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One MAJOR Reason Why Sales Opportunities Die… that you must address and Correct!
In today’s Covid environment, it can be difficult to not only see people face to face, but also to contact those who are working remotely. The result for most salespeople? They believe they must “bend over backwards” and do whatever the … Continue reading
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Professional Sports are back! What parallels exist between the preparation of sports organizations and your business?
Professional Sports are back! While some sports are facing larger hiccups and hurdles than others, they’ve all spent tremendous time preparing for this moment – not just on the field, court, or ice – but in the front offices, as … Continue reading
Posted in Leadership, Sales, Uncategorized
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The BRUTAL facts of Sales.
As the leader you are looking again to “crunch the numbers,” to determine “where you’ll end up” versus that original January budget number. For many companies, it is the same number! To many others, it is time to “reboot” your … Continue reading
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The #1 Unknown advantage you’re giving your competitors and what to do about it
Many organizations are completely frustrated because the “crisis” has clearly pointed out and magnified the weaknesses of some of their salespeople. Their sales peoples’ “skill gaps” compared to “Critical Skills” REQUIRED to Accelerate Sales Growth in this more competitive market are woeful. … Continue reading
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Sales Leaders: Play the Game by The Rules… The New Rules for Selling as we adjust and return to the “New Normal.”
Let us face the facts. Selling has changed dramatically since the Pandemic. Your customers and prospects are affected to varying degrees. Some previous accounts will not be returning. Some will be “re-tooling” their businesses.” Some will be “business as usual.” … Continue reading
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Owners & Presidents: The difficult survival issue to address
The issue? Your business viability and survival are at risk. Today’s Jobless claims five-week total is roughly 26.5 million and it is a greater stretch of job losses than the Recession of 2008-09. This is the recession on steroids. As … Continue reading
Responses to the Top 3 Most Common Objections/Stalls during the Pandemic
To everyone that participated in our survey last, we want to thank you. We have taken your TOP 3 most common stalls/objections and created appropriate responses for each of the Top 3. The real reason to be able to handle these is to … Continue reading
Posted in Business Challenges, Sales, Sales Development, Sales Management, Sales Manager's Corner, Uncategorized
Tagged Objections, Sales
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Your teams are probably NOT effectively working from home!
As the sales leader, you ask yourself: “How are the “troops” doing, working remotely?” Your inbox has been loaded with ‘advice” on communication, coaching, and giving feedback and encouragement during sales people this unsettling time. The customers/prospects are “playing defense,” … Continue reading
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