Why Ineffective Sales Management Is So Costly
Quite often, small companies don’t have the resources to hire the caliber of sales manager they really need, so instead they either designate one of their senior salespeople to manage the team and continue selling, or they promote that person to become the full-time...Stop Sitting on Leads—Speed Matters
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default...So We’ve Got Vaccines, Now What?
The last year has been a challenging experience for every industry and profession worldwide – but especially to the sales profession. Let’s take a moment to look back on what we were asked to do. Last March we were asked to keep calling, keep communicating and...As children, we do not back away from the possibility of hearing the word “NO.”
Think about it. While standing at the grocery check out, you see the shelves of candy and snacks (positioned there specifically for this purpose). Right at eye level is the bright orange Reese’s Peanut Butter cups, and the sight makes your mouth water. Without...Lessons learned from Andy Reid call
The score was 22-17. Just over a minute left in the game. 4th and less than 1. Henne lined up in shotgun. Everyone’s thinking the same thing. Hard count, try to get them to jump offsides. Run down the play clock to zero sucking as much time off the game clock as...Recent Posts
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →
Elevating Your Sales Strategy Through Better Processes
In the competitive arena of modern sales, excellence is not just closing deals but also coaching sales reps to ensure constant improvement and leveraging automation to drive consistency. At a high level, this guide explores the nuances of crafting a sales strategy that meets targets and ensures sustainable growth and success. Crafting a Winning Sales... Read more →