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Blog sales pipeline Sales Process sales professional sales strategy

You’re Over Two Months into the Year…So Now What? Where is Your Sales Pipeline At?

We’re just beginning March. By now, your sales kickoff has been completed, and you have your comp plans in hand. All your sellers are now out in the market.

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Blog digital sales modern selling sales strategy

[Webinar]  ‘Accelerate Your Sales Process with a Modern Selling Approach’

A webinar titled, ‘Accelerate Your Sales Process with a Modern Selling Approach’ was held last week on Thursday, February 21, 2019, 11:00 AM PT – 12:00 PM PT.  It was a one-hour webinar in which Jamie Shanks, Author of SPEAR Selling and one of North America’s leading Digital Selling experts, and Ray Makela, CEO at the Sales Readiness Group, delivered a virtual talk regarding the techniques and benefits of implementing a modern selling program.

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Blog digital sales Digital Selling growth strategies market opportunities sales consulting sales organization sales performance sales pipeline sales professional sales strategy Social Selling

Social Selling / Digital Sales Investment: Opportunity vs. Opportunity Cost?

What is the return-on-investment (ROI) differential between two growth strategies?

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Blog Sales sales for life Sales Leadership sales organizations sales professionals sales skills sales strategy sales training social media selling Social Selling Training

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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Blog digital sales Sales Sales and Marketing sales for life Sales Leadership sales strategy sales training salespeople

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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Blog Sales Sales and Marketing sales cycles Sales Enablement sales for life Sales Leadership Sales Play sales strategy salespeople Social Selling Tools

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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Blog Digital Selling key accounts Sales and Marketing sales for life Sales Process sales strategy sales training

Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as you’re looking for an account management motion. While these accounts may or may not be existing customers, the 500,000,000 user database in LinkedIn is of little consequence to you.

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b2b marketing Blog increase sales marketing marketing tips Sales Sales and Marketing sales for life Sales Management sales strategy Social Selling Social Selling Tools Social Selling Training video selling

Why you Need Account Based Marketing for Your Organization?

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.

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Blog Sales Sales Advice Sales and Marketing sales for life Sales Inspiration Sales Kickoff Sales Leadership Sales Management Sales Process sales strategy sales training sko planning kit

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 Sales sales people sales strategy

‘Try It And Believe In It’: Getting Over The Fear Of Starting A New Sales Strategy