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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Partner/Channel programs fail for a variety of reasons, and the specific causes of failure can vary depending on the strategy or lack thereof. Based on my 30 years of partner/channel program strategy development and execution, here are the top five reasons why partner/channel programs fail:
Read MoreI have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.
Read MoreThe 'No Budget' objection is a common hurdle in sales, but it's not insurmountable. By understanding the client's perspective, highlighting value, and offering flexible solutions, you can break through this obstacle and ultimately secure the sale.
Read MoreHow many client or vendor relationships have you turned into long-lasting personal friendships? In the world of sales, building strong connections with clients is not just a mere strategy; it's the cornerstone of success.
Read MoreWhen the words "Prioritize" and "Sales" come together, what comes to mind? Is it the art of opportunity selection? The judicious management of time? The meticulous sequence of tactics? The strategic choice of metrics? Or perhaps, the fine art of customer prioritization?
Read MoreSales professionals often refer to their line of work as a "numbers game." At first glance, this phrase might sound like an excuse for failures or, even more so, a justification for relentless pursuit.
Read MoreEffectively apologizing to a disheartened customer transcends its basic function—it becomes the linchpin that reduces product returns, amplifies brand reputation, secures the allegiance of steadfast patrons, augments recurring revenue streams, and, in certain instances, even circumvents potential legal entanglements.
Read MoreSeasoned salespeople understand that success in this field is not merely about making a pitch but rather about building relationships, understanding customer needs, and using a proven process. However, even the best sales professionals can stumble and make mistakes that hinder their progress.
Read MoreIdentifying your superpower is even more important as a Fractional Executive. How do you stand out from the crowd? Not by stating that you can do anything for anyone. Even though, after several decades of professional growth, many Fractional Executives have done nearly everything in their profession, to the point that many resumes look alike.
Read MoreA rejection is an outright dismissal or refusal of the proposal. It does not require a reason, it is not negotiable, nor is there a future or next step. Rejection is the worst.
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