Unlock the Rewards of an Intentional Sales Hiring Plan
Take the time to set up your team’s hiring and onboarding processes to avoid costly mistakes and high turnovers.
A Story of Transformation: From Struggling Sales to Rapid Growth
In the fast-paced software industry, an emerging company found itself at a crossroads. While the company was growing after being acquired by a Private Equity (PE) firm, they were hampered by faltering sales execution.
Reasons Your Sales Outreach Isn’t Working
There was a time when salespeople could land meetings by showing up to industrial parks with a box of donuts and eventually get a meeting with someone. Today those prospecting efforts won’t get you past the front door… unless your target appreciates the novelty of your approach. It’s harder to get someone on the phone […]
The Keys to Successful Sales Onboarding
Learn essential strategies for designing a successful sales onboarding program. This includes clear planning and support for new hires.
Want the Secret to Successful Networking?
Having a strong network and being an active contributor demonstrates your value as a business leader. Being well-connected makes you a more impactful resource within your company and in your specialized field. Through networking, you gain insider information that puts you ahead of the competition, secure introductions to the right contacts through mutual connections, and […]
Elevating Sales Performance Through Strategic Quarterly Reviews
Salespeople require more frequent evaluation than other employees because their performance directly impacts revenue. Waiting a year for a formal review can be disastrous. A well-designed quarterly review process guides salespeople toward both revenue and career goals. Let’s dive into what makes a sales performance review effective and how to build one that drives results. […]
Navigating Growing Pains: A Family Business Success Story
Two siblings had just finished their first quarter as the new owners of the business their grandfather had established from grass roots and their father invested decades of his life developing. While the plan had always been for the adult children to take ownership when the time was right, the succession plan hadn’t accounted for […]
How Do I Calculate the Right Sales Pipeline Volume?
Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” sales activities and volume to meet predefined revenue goals. A reliable pipeline also enables a company to proactively plan for scaling operations to support growth. In this article I’ll outline the key components to guide your pipeline methodology development. […]
Can a CRM Really Fix My Sales Team
If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The answer is simple… No. CRM effectiveness remains a problem across […]
Does Your Sales Process Generate Predictable Results?
We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest. But then, as the sales cycle progresses, there’s a noticeable shift in buyer engagement, leaving your seller baffled about why they’re losing […]
