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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In a recent dialogue with a European business looking to enter the US market, we reviewed the different options available. Some of the low-cost options seemed more like dipping a toe or baby steps and anything but a deliberate and purposeful market entry.
Read MoreWhy do Sales Leaders do all these things and drive their people away? Maybe it is not their fault. They were put into a leadership position by someone else who is likely themselves a bad leader and who also does not understand how to identify, live, and coach leadership. A vicious cycle ready to be broken.
Read MoreThe most basic measurement of sales success is revenue per month. With a limited number of hours each month, the measure of success translates to Sales effectiveness per hour.
Read MoreThe terminology used to describe this type of engagement is sometimes confusing: contractor, interim, fractional, 1099, gig, on-demand, project-based, hired gun, virtual, third-party, temporary.
Read MoreJein is a word creation that expresses in a way, both yes and no. Well, the Germans just don’t have to decide between yes and no as a response. They can also say Jein.
Read MoreWhat has been your worst buying experience? Mine continues to be buying a car. The process is broken, ripe for re-engineering and disruption. The proverbial car salesman is not dead! And they all attend the same old school of playing games.
Read MoreMany sales leaders fail to monitor any prospecting metrics or efforts among their salespeople. 18% indicated their company does not set out specific metrics/goals on how much time reps should spend prospecting. 32% of sales leaders indicated they don’t know how much time reps prospect.
Read MoreSales productivity is typically measured in sales revenue per salesperson, individually and as an average over a team. This is a straightforward approach that can be further enhanced by including factors like, e.g., hours worked, profitability, percent of target, or lead conversation.
Read MoreIn the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
Read MoreNow it is time to take a look at what questions to ask. Here are 75 questions, grouped by their intent or their situational setting in the sales process.
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