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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A sales team without a leader is like a ship without a captain or a sports team without a coach. So, when a business loses or never had a true sales leader, the void has to be filled. There are several choices available to the Board, the CEO, the Owner, or the Founder. And as in so many situations, the right decision is often dependent on the circumstances, or the details of the scenario.
Read MoreAs a fractional CMO/VP Marketing for many companies, I got a front-row seat watching a terrific fractional sales leader in action. The CEO hired us to provide the company with a "kick in the pants" to the organization and be catalysts for growth.
Read MoreNot every opportunity converts; consider the time and effort it takes to have a conversation with a potential customer; for the salesperson, this means a world of difference; a few dollars make a big difference; the one number that makes or breaks success; CRM to counterbalance to the self-perception of greatness. Sales is a numbers game!
Read MoreA few have figured out how to spend their days taking smart risks that improve their lives and propel them to new levels of success with little chance of ending up dead, homeless, or any other number of unappealing adjectives.
Read MoreSpeaking to a friend of mine recently, he lamented that what had seemed like a promising business opportunity a few weeks back was now just a stone wall of “We have no money.” And he went on to say that in this day and age everyone wants everything for free and that less and less people are willing to pay for good services.
Read MoreDiscounting 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.
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