8 STEPS FOR RESETTING CUSTOMER EXPECTATIONS (when a customer commitment is in jeopardy)

reset-expectations

There is an old sales adage that says: “No sale shall go unpunished.”  Although humorous, it is also unfortunately true in some cases.   From time to time in every sales organization – for whatever reason – the company is…

 

November 30, 2016 in Uncategorized | Read more »

ARE YOU NURTURING THE RIGHT 2%?

top-2-percent-pic-1

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

Sales Person ramp 2

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

interview 2

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

IT’S ALL ABOUT ATTITUDE

NHL: All Star Game-Skills CompetitionEven if you missed the NHL All-Star game you could not have escaped the Cinderella story of John Scott that was covered across the national news.   This inspirational story is not just that one of the National Hockey…