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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Reputation is the key to securing the next assignment. They are keenly interested in expanding their network and obtaining a referral from every assignment. They are often in a try-before-you-buy situation where the temporary assignment may lead to permanent employment.
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 MoreAt some point in our lives, we have all been a part of a team. Some of these teams may have effective and exciting while others may have been ineffective and infuriating. The biggest variable to team success was probably how cohesive it was.
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 MoreI hate the word “pivot”… and use it all the time. In disliking it, I am not alone. In recent years business publications like Inc. have included the word “Pivot” in their list of buzzwords labeled “overused,” “ridiculous,” “worst,” and “to avoid.” It is indeed an overused term.
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.
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