Putting together a sales meeting takes countless hours and a financial investment. There’s nothing worse than hearing that sales people dread going to it. Here are six tips to change…
The Most Underutilised Strategic Advantage
You have been chasing this account for six months and feeling optimistic as the buying process comes to a conclusion. The sale is between you and two other firms. The…
A Needs Analysis Strategy For Recruiting Sales Candidates
David walks into Mr. Stevens' office for a first meeting. He shakes Mr. Stevens' hand, opens his laptop and proceeds to lecture about the greatness of his products. The harangue…
Will You Pass The Flinch Test?
After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you…
Onboarding Mistakes That Can Lead to Disaster
When a sales candidate accepts a job offer, everyone is all smiles. Yet, those smiles can quickly turn upside down if you are making any of these sales person onboarding…
Is LinkedIn a Waste of a Sales Person’s Time?
I continue to be amazed by the number of sales people who feel that LinkedIn doesn't provide any value to them. Yet, these same people spend countless hours on Facebook telling…
Are You Paying Sales People Draws?
Many executives pay draws to bridge sales earnings when sales people first join the company. This strategy is intended to help them attract top talent by keeping the sales person’s…
Does Your Quarterly Business Review Provide Value for Your Clients?
It's commonplace in many industries to conduct business reviews with clients on a quarterly basis – thus, the acronym for Quarterly Business Review: QBR. Here's how these are commonly done.…
How to Set Your Annual Revenue Budget, Not Write a Fairytale
The revenue numbers are set in stone. And then it happens... One of the expected major contributors for next year quits. The seemingly realistic revenue budget has quickly become a…
Beware of Hiring Your Competitor’s Sales People
Life would be grand if we could sprinkle a few seeds in the ground, fertilise, add water…and a great sales person would sprout. This is a pipedream, but one often…