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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Merging sales organizations and ensuring that they deliver the revenue synergies is hard work. On paper, especially when grasping for straws to make the deal work, it always looks logical and makes sense. It almost always ignores the human aspect of sales: the team, the clients, and their interactions.
Read MoreBody language is a mysterious, unspoken way that people unconsciously communicate what is really on their minds. The importance of body language in sales lies in the fact that many buyers are either unsure of or reluctant to openly communicate their intentions.
Read MoreIt comes out so easily because it is soft; it is non-committing. We don’t want to be wrong, giving incorrect information. On the other hand, to hope for something to happen is to want an outcome that makes our life better in some way. Envisioning a better future motivates us to take steps to make it happen.
Read MoreIn recent years they have done a fantastic job on me! There are charges on my credit card, and in turn, I receive very regularly the ‘gift’ of a great variety of wines unavailable in my local wine store.
Read MoreChoosing one side of a paradox would be delightfully clear and easy. Though the world is not black and white, it comes in all shades of gray, it is nuanced, and there are no easy answers, no silver bullets.
Read MoreIt’s challenging because small sales teams have a diseconomy of scale. The marginal cost of sales management per rep is increasing with every hire. Those can be direct cost, but also opportunity cost.
Read MoreTruly effective sales leadership can position your company for long-term sales growth, increasing market share, and sales team member satisfaction and loyalty.
Read MoreA few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
Read MoreHindsight bias occurs when people feel that they “knew it all along” — when they believe that an event is more predictable after it becomes known than it was before it became known.
Read MoreLinkedIn and other social media platforms are full of those who self-describe as “#1 Influencer,” “Change Agent,” “Hacker,” “King,” “Best-selling Author,” “Wolf,” “Keynote Speaker,” “Evangelist,” “Thought Leader,” or ”Advocate.”
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