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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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Blog increase sales leads Sales sales for life Sales Kickoff Sales Leadership Sales Process Social Selling Technology video selling

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:

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Blog Develop Sales market intelligence Sales Sales Leadership salespeople

“I have a dream”… You Will Teach NEW IDEAS Before Your Competitors

I had a dream. No really, I actually had this dream 2 nights before writing this on a flight to London, UK. Here is how the dream goes:

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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

Whether you like it or not, you can’t stop your buyer from learning.  They will learn using their peer networks, and/or they will conduct online research.  While they won’t buy a complex solution online like it’s Amazon Prime (the eternal excuse people use to not practice Social Selling is “my buyer doesn’t BUY on LinkedIn”), a PORTION of their buying journey will leverage digital insights, referrals and triggers.

As an excuse, you can argue with me that your buyer is not a digitally-savvy buyer today.  Perhaps it’s their industry like coal mining, or their geolocation like Mongolia… I get it.  BUT, you CAN’T argue with me that they’re becoming MORE digitally savvy.  Come on, whether it’s pressure from the next generation (Gen Z), or cultural changes with a mobile-first economy, digital is only intensifying.

The Definitive Guide to Social Selling for Leaders

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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it comes to sales and marketing initiatives and leadership.  Leaders have been asking me for tactical soundbites from the strong leaders I’ve met that are inspiring, change agents, and all-around great people to work with.

Based on that popular requests, I welcome you to follow my new series of blogs and video interviews dedicated for senior sales and marketing executives.  This is the first of the series.

The Definitive Guide to Social Selling for Leaders

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Blog Digital Selling Enterprise Sales Sales Enablement Sales Leadership

Where Do You Fit On The Digital Maturity Curve?

Digial Maturity Curve

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales leaders believe that the digital evolution will never effect their business.  You CAN also argue with me that social selling or digital selling is not a proactive thing in your industry, or your country, right now…

The Definitive Guide to Social Selling for Leaders

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Blog Sales Leadership

Storyboard Sales Play #5 – Role/Function Guidance

Storyboard_Sales_Play_5_Role_Function_Guidance

For our fifth and final sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking,” Storyboard Sales Play #3 – “Market Intelligence,Storyboard Sales Play #4 – “What Does the Emerald City Look Like?”), it’s time to switch gears and think about how you help people, not companies.

The Definitive Guide to Social Selling for Leaders

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Storyboard Sales Play #4: What Does the Emerald City Look Like?

Storyboard_Sales_Play_4_What_Does_the_Emerald_City_Look_Like

For our fourth sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking” & Storyboard Sales Play #3 – “Market Intelligence”), this play is one of my favourites. I’d like you to remember the movie The Wizard of Oz, in which Dorothy and her motley crew of friends (Scarecrow, Tin Man, and Lion) are trying to get to the land of Oz and visit the wizard inside the Emerald City. Along their journey, they encounter some pretty hairy situations, like fighting trees and flying attack monkeys… and they get pretty discouraged. What I believe would have motivated and better guided this team would have been a clear picture of what the Emerald City looks like, smells like, and benefits from – in advance! Dorothy would have been more determined to march to the Land of Oz.

Ensure you know industry best-practices for skill-based training with this  executive kickoff planning kit.

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Blog Sales Leadership

Storyboard Sales Play #3: Market Intelligence & Trends

Storyboard_Sales_Play_3_Market_Intelligence_&_Trends

For our third sales play (see https://salesforlife.com/blog/storyboard-sales-play-1-sphere-of-influence” & Storyboard Sales Play #2 – “Stack Ranking”), I recommend you bring the knowledge level to Pontification. The goal here is to present the prospective customer with a crystal ball view into the future. Showcase where the market is moving and provide ideas on futuristic trends that they need to be concerned with or focused on.

Ensure you know industry best-practices for skill-based training with this  executive kickoff planning kit.