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Sales Leaders: The Age of Insights is Here. Are Your Sellers?

Are You A Seller

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4 Practical Ways Sales Leaders can implement Social Selling for Account-Based Sellers

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The Emergence of Investments in RVP/AVP Coaching Training

Leadership

I’m blessed to have developed a strong relationship with my fellow CEOs at sales training, consulting and advisory firms around the world.  We chat at conferences, via email, and exchange notes quite often.  There is one topic that we all unanimously see as high growth, and customers scrambling to level up – training/coaching for the Regional VP’s or Area VP’s of Sales.

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Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

When you walk the sales floor, or conduct your 1-on-1’s with your sales team this week, pay attention to the “random acts of prospecting”.  Seller A is so different than Seller B, and Seller C has no plan, and Seller D is so objective with their process”. You’re not alone! These are very common things I see inside sales organizations around the world. Sales professionals are given so much latitude, that there is absolutely no real prospecting process. Yes, there are current or lagging indicators such as:

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Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales team needs to draw from everything they’ve learnt in The Challenger Sale, Customer Centric Selling, and Value Selling… insert sales methodology here?

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Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

knowledge is power

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The Social Success Factor: Mario Martinez Jr.

 

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Do’s and Don’ts for your 2019 Sales Kickoff

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.

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How to Plan, Execute and Drive Results?

2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve their B2B sales objectives. As per the survey conducted by Vorsight, most sales teams conduct their annual Sales Kick Off meetings in January. The last few months of 2018 are ideal for sales leaders, sales operations and C-Suite to take the necessary steps to ensure the success of next year’s sales kick off.

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How Do I get Started with my 2019 Sales Plan?

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. Questions like: