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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Presales is the entire process of successfully closing a sale of a product that does not yet exist. Like the infamous vaporware, for example, a software or hardware product that has been advertised but is not yet available, either because it is only a concept or because it is still being written, designed or produced.
Read MoreFee models for fractional executives have an art and a science, a balance between multiple factors, and an element of “as-high-or-as-low-as-desperation-takes-you” to it. And that is not too different from the permanent job market.
Read MoreI’m sure many of you in leadership positions have asked yourself these questions: How can I do a better job of driving profitable growth in my business? How can I drive the right behavior of my employees? The options can be overwhelming. But there's one proven thing that can drive profitability...the effective use of KPIs.
Read MoreMerging 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 MoreEveryone has to deliver bad news sometimes. Own it, deliver it, and move on. But only be a bearer of bad news when it is yours. Don't get caught in a trap being the messenger for bad news that really ought to be delivered by someone else. And on the flip side, do not engage messengers yourself.
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 MoreConfirmation bias: we make a snap judgment within the first minute - or possibly even before meeting the candidate - and then spend the rest of the interview looking for data to support this initial hunch. Why? Because we hate to be wrong.
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