YOUR ROADMAP FOR SALES SUCCESS IN 2017

Is your sales team prsales-kickoff-iiepared to explode out of the starting blocks in January for a powerful start and success in 2017?   Unfortunately, many companies ignore sales planning because they feel the task is overwhelming or that they will be…

December 22, 2016

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SETTING EXPECTATIONS TO ACCELERATE SALES

expectations-2Is your sales team spinning its wheels in an ineffective flurry of empty activity trying to follow up with prospects?

If so, take a closer look to see how your team is setting expectations and confirming commitments with those prospects….

 

October 31, 2016 in Uncategorized | Read more »

ARE YOU NURTURING THE RIGHT 2%?

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CEOs, VPs of Sales and VPs of Marketing strive to better serve the top prospects and customers that fall directly into the company’s sweet spot in order to maximize revenue and profit. Having a clear understanding of who those top…

 

September 20, 2016 in Uncategorized | Read more »

RAMPING NEW SALES PEOPLE FAST

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As a veteran sales leader, I’ve had the opportunity to hire and ramp a large number of sales people into a variety of different roles. As a consultant, my client’s frequently ask me about best practices surrounding identifying, selecting and ramping new sales people.   Read more …

 

THE INTERVIEW AS A WINDOW INTO SALES COMPETENCY

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As a veteran sales leader, I’ve had the opportunity to interview a large number of candidates for a full array of sales roles. As a sales consultant, my client’s frequently ask about best practices surrounding: 1) what characteristics to look for in a sales person 2) how to evaluate candidates during the interview process and 3) how best to ramp new sales people into a productive state as rapidly as possible…

 

May 19, 2016 in Uncategorized | Read more »

FINDING QUALIFIED SALES PEOPLE

FINDING QUALIFIED SALES PEOPLE

interview 3As a veteran sales leader, I’ve had the opportunity to read a large volume of resumes and interview numerous candidates for a variety of sales roles. As a sales consultant, I am frequently asked by my clients about best practices…

April 19, 2016 in Best Practice | Read more »

Using Storytelling to Accelerate Sales

Brain - storytelling