Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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Discounting reduces the value in the eyes of your customers. And that is terrible news mid- and long-term. And even worse, it is often meaningless for the short-term. If you are successful in closing a deal by offering a discount, the psychology that is at work when you do has detrimental effects.
Read MoreMost of your prospective customers will not buy from you instantly. You cannot simply introduce someone to your product or service once and expect that they will go the rest of the way by themselves. Studies have shown that only about 2% of sales will close after the first meeting.
Read MoreWhen someone says, 'Just tell me the price,' I just tell them the price. Someone who says that clearly has their guard up. This person likely doesn't want to be sold. You won't get anywhere trying to dissuade them from jumping right into pricing. They'll likely dig their heels in even further and feel like you're hiding something.
Read MoreLeaders are amazing, not having a sales leader has consequences: indecisiveness, disorganization, ethical slips, fragmentation, no vision, negativity, lack of focus and trust, no talent retention, low energy, surrender, and fear.
Read MoreIf there was a playbook for scaling with a perfect record, it would be legendary and omnipresent. There is not! One of the standard steps, though, seems to be the hire of a VP of Sales. This type of VP stays in place less than a year and in hindsight turns out to be a costly endeavor for a cash-strapped start-up.
Read MoreThe founder has taken the product to potential clients, hired a couple of salespeople, and sold it a few times. At this point do not HIRE your first VP of Sales! The executive recruiting process is going to take 6 months, cost $50-70k, and you will fire the person after 12-18 months and start over.
Read MoreConsidering everything else equal, and needing to decide on one format, which is the best? I will go out on a limb and say: face-to-face one-on-one oral communication, aka a conversation, is the best opportunity to ensure the sender and receiver can get on the same page.
Read MoreAvoid these traps: be prepared, don’t take yourself too seriously, be persistent, never say never, the world is not black and white, avoid the time trap.
Read MoreI invested all my funds in product development and have nothing left to put towards sales and marketing. As a sales leader and an entrepreneur, those are the last words I want to hear. it is not a chicken-or-egg type dilemma. It is part of the continuous entrepreneurial challenge.
Read MoreGood delegation saves time, develops people, grooms a successor, and motivates. It provides growth and development opportunities and allows a leader to focus on other priorities.
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