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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The vast majority of products and services in B2B address a need that is already addressed. The customer is spending on a solution today, their current ‘habit.’ And the job of a salesperson is to change this habit. It requires the proverbial ‘better mousetrap’ or at least the appearance of a better mousetrap.
Read MoreBut there are no shortcuts in sales. What produces success in sales is: Working hard and smart. Following a process. Using data. Being persistent. Win fast, lose faster. Multiple channels. A lot of blocking and tackling.
Read MoreBy embracing evangelist-led growth. This strategy develops and leverages the enthusiasm and advocacy of a company's most passionate users to eventually drive new customer acquisition. These "evangelists" are customers who are highly satisfied with a company's product or service and are willing to recommend it to others.
Read More“How is DEI addressed in your company?” That was the question I was asked by the leadership team of a DEI Consulting Firm when they were interviewing us for a possible engagement. I fumbled…
Read MoreThere is Quiet Hiring, Quiet Quitting, and Quiet Firing. Or, as it used to be called, Providing Opportunities, Working 9-to-5, and Bad Leadership.
Read MoreWhen Founders, Owners, or CEOs comment that their Fractional Executive did not work out, when they complain equally about hiring and firing salespeople because they didn’t perform, or when the average tenure of their first full-time sales leader is somewhere between 12 and 18 months, it often goes back to not selecting the perfect match.
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 MoreBuilding and running sales processes and teams without experience is an expensive trial-and-error scenario! Can it be done? Sure, it has been done this way many times. Should it be done? In my opinion, no. Because…
Read MoreYes and no are very strong and bold words to use. Especially when most of life falls somewhere in between the two extremes. And when the answer to a question sometimes involves something more complex than is immediately obvious.
Read MoreSales trap: Assume you know what they want. Problem: If you assume that you know what they want or where they are in the sales cycle, then you start asking questions and giving information that may not fit with where they are at.
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