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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Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Sales objections are unavoidable. And a salesperson that wants to be successful absolutely needs to know how to discover and resolve those objections.
Read MoreWhether you sell toothbrushes or medical equipment and everything in between — until a customer (a) knows who you are, (b) likes who you are, and (c) trusts you there is no purchase. The depth of the trust required varies but there must be at least a base level of trust in place.
Read MoreAnalysis Paralysis comes with all the downsides of not making a decision. In a work or team environment, it also comes with further negative impact: It kills creativity. It decreases willpower. It reduces happiness. It lowers performance.
Read MoreMixed in with the messaging about how the current crisis affects the business world, is the realization that post-COVID will probably never be like pre-COVID. Companies and employees have made adjustments in the past weeks, and many of these changes will stick around.
Read MoreThe sales profession is not among the most admired. There even is a term, salesy, to describe a person or an approach to selling in an unaware, aggressive, and superficial manner. As I think about what makes a sales pitch great, I would argue that by their very nature, every sales pitch is salesy.
Read MoreA 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.
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