Do Less, Achieve More
Yes, it is possible to do less and achieve more.
Learn MoreYes, it is possible to do less and achieve more.
Learn MoreI recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented. When I examined this closely to determine what that specifically meant, I discovered salespeople want—during a coaching session or sales meeting—the sales leaders to help them solve their problems.
WatchI want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy.
WatchTime-based branding makes it as easy as possible for your customer to find you and buy from you. Get this right and you will unlock new growth in even the most competitive of marketplaces.
Learn MoreI recently spoke with a couple of high-performing salespeople about the various accounts we were managing. And one of them told me that he had been calling a particular customer for ten years before he finally got the break he needed to win their business. During one of his sales calls, he realized that he wasn’t just calling a single shop. In actuality, they had 120 locations.
WatchEvery time your customer makes a buying decision, they deal with risk. They ask: “What if I make a mistake? What if things don’t work out? Can I be sure I’m making a good choice? What’s the cost of failure?”
Learn More We've seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization. In fact, the majority of them had very little sales experience. They had enough to be credible in the marketplace and they had enough sales experience to know what it is like to face rejection and to get a big win.
WatchIt's the thing you always do because it worked before. Much like the delivery person whose route over the years has consisted of taking as many right turns as possible to save time, sales leaders have a tendency of relying on time-honoured habits in the execution of their work.
Learn MoreI've stopped more than one CEO in their tracks when I've heard them utter this phrase: "I need you to fix a sales problem I have." Doing the fixing is not what I do.
Learn MoreMicromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people.
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