CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Sales Hiring
sales-hiring
The 90-Day Sales Manager Playbook: How to Start Strong and Succeed
As a new sales manager, your first 90 days will either set you up for success—or create challenges that you will need to fix down the road. Whether ...
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent conversation into a defensive debate? Prospect: “We’re ...
Living Above The Line
As I was rereading Bradley Sugars book, “Instant Systems" I revisited a topic that often gets pushed under the table. You can't control what happens, ...
How Much To Budget For Sales Training
If you’re on a calendar year, your VP of Sales is probably preparing their budget for next year. How much will they put in for sales training? How ...
How to Build an Effective Onboarding Program That Drives Results
Hiring the right salesperson is just the beginning. Without a solid onboarding process, even top talent ...
Final Interview Questions That Reveal the Best Candidate
Hiring the right salesperson isn’t just about assessing skills—it’s about finding someone who aligns ...
Optimize Your Sales Hiring with the 6-Minute Phone Screen
Hiring the right salesperson is about finding someone who can thrive in your sales environment. That’s ...
How to Use Sales Assessments to Predict Success Before You Hire
What if you could predict a candidate’s success in your sales role before you even hire them? This is ...
Find the Perfect Sales Hire with the Fit Factor Interview
Hiring the right salesperson isn’t just about experience or technical skills—it’s about fit. The ...
How to Find the Right Candidates for Your Growth Strategy
Your ability to find and attract top-tier salespeople directly impacts your bottom line. Period.
Sales Hiring as a Growth Strategy
Hiring great salespeople has never been more critical—or more challenging. The stakes are high. A single ...
Avoid Job Posting Clichés
Intelligent Conversations is not a salesperson recruiting company. We teach companies a different way to ...
Is the MVP of Your Sales Team like Giannis Antetokounmpo?
Who is the MVP of your sales team? Milwaukee, Wisconsin, where our office is headquartered, happens to ...
Self Limiting Beliefs in Sales and How to Coach Through Them
One of the common stumbling blocks we see holding salespeople back is self-limiting beliefs that prevent ...
Creating a Healthy Coaching Environment in Sales
One of the barriers sales leaders encounter when trying to establish a consistent coaching rhythm with ...
Wanted – Humble Sales People
One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between being ...
Leveraging Sales Enablement Practices that Drive Performance
How much focus do your sales managers put on conversation speed and tonality when they coach their ...
How to Retain High Performing Sales People
Over the years you may have noticed a difficulty in keeping your highest performing sales people on your ...
Building Your Virtual Bench
As we head into the fourth quarter you should have a pretty clear line of sight on how things are ...
Building a Culture of Sales Accountability
When we talk with CEOs about sales accountability at their companies, we usually hear stories about ...
What Should CEOs Worry About When Hiring a New Sales Manager?
In last week’s post we talked about growing your company to the point where it makes sense to hire a ...
Top 5 Mistakes New Sales Managers Make
Is it time to provide some “adult supervision” for your sales people? Has your revenue grown to the ...
Why Sales Managers Suck at Hiring Sales People
Are your sales managers using sales recruiting as a growth strategy for your company? Are they ...
Why Hiring Only for Skill Leads to High Turnover
When we talk with hiring managers, the number one thing they tell us they are looking for is finding ...
Is Your Hiring Process Stuck in 2014?
Two years ago there were more candidates available than positions available. It was fun! Hiring managers ...
What UNC Coach Dean Smith Taught Us About Sales Metrics
Legendary University of North Carolina basketball coach Dean Smith died on Saturday. Sales managers ...
Keeping Your Sales Team Focused through Goals-Based Coaching
As a follow up to our recent post “Is Your Sales Forecast Giving You a False Sense of Security” I think ...
Wisconsin CEOs: Lessons Your Sales Team Should Learn from the Packer’s Stunning Defeat
I’m still shocked. The collapse I witnessed during the NFC Championship Game on Sunday is going to ...
What Can CEOs and Sales Leaders Learn from Barry Alvarez?
Many of you may not be following the recent developments on the University of Wisconsin football program ...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her learners ...
Is Your Sales Organization Ready For Topgrading?
If your leadership team understands that the Company’s most valuable asset is its people then the answer ...
Qualities Of An Over-Achieving Sales Team
With so many business issues and challenges beyond your control, Presidents, CEOs, and business owners ...
5 Steps to Hiring Your Best Salesperson
Making the decision to hire a new sales person can be the hardest part of the process. Once you get over ...
High Performing Sales People - How to Identify And Keep Them
High performing sales people are customer centric and have the ability to execute and produce positive ...
5 Difficult Questions You Need to Ask About Your Sales Team
If you had the opportunity to really study your sales organization - to take a very diagnostic look at ...
What is the Most Important Step in the Sales Hiring Process?
The most important step in the sales hiring process is not writing the perfect ad so you attract the ...
Do You Have the Right Sales People?
Getting the right sales people on your team and getting them to focus on the right activities can have a ...
Free Sales Seminar - The Ultimate Sales Call
There are only a few seats remaining for our upcoming free seminar, "The Ultimate Sales Call, Five ...
Harvard Study Explains Why Sales People Talk Too Much
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." It talks ...
Sales Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This year we ...
Focus on Sales Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the movie). ...
The 10 Keys to an Effective Sales Hiring Process
Our friend and mentor Dave Kurlan - a top-rated speaker, best-selling author, sales thought leader and ...
Building An Over-Achieving Sales Team - Relentless Prospecting
As a general rule I tell our sales force development clients that a new sales person should spend at ...
Building An Over-Achieving Sales Team - Outlook & Attitude
Take a moment to write down the last time you made a major purchase from someone you didn't like. It's ...
Building An Over-Achieving Sales Team - Responsibility
Your ability to build an over-achieving sales team at your company is directly proportional to the level ...
Building An Over-Achieving Sales Team - Commitment
How committed is your sales team? Are they willing to go the extra mile? Will they do whatever it takes ...
Building An Over-Achieving Sales Team - Passion for Sales
With so many business issues and challenges beyond your control, Presidents, CEOs, and business owners ...
Building An Over-Achieving Sales Team
When it comes to growing your company, the list of business issues and challenges you cannot control is ...
Will Increasing Sales Increase Company Value?
What is your company worth? If you wanted to sell your company in 2011, what could you reasonably expect ...
Proven Sales Growth Strategy for 2011
Hiring superior sales people is a proven sales strategy that can put your company on an entirely ...
Optimizing Your Strategic Alignment for Massive Growth in 2011
Ensuring your sales force is aligned with your strategies is imperative for massive growth. Start ...
Optimizing Your Sales Management for Massive Growth in 2011
Your sales management team is critical to massive growth within your company. Now is the time to ...
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