CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Professional Development
professional-development
A Sales Manager’s Blueprint for Coaching and Accountability
In today's sales environment, leaders face unprecedented challenges—hybrid teams working across time zones, constantly shifting markets, and fierce ...
Sales Hiring as a Growth Strategy
Hiring great salespeople has never been more critical—or more challenging. The stakes are high. A single bad hire can cost your company more than ...
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 ...
Creating a Client Scorecard
We have been working with a lot of our middle market clients lately on implementing or refining scorecards for sales or sales leadership roles. The ...
Building a Profitable Sales Process - Qualify the Opportunity
Here's a radical idea - let's have your sales team qualify opportunities before you prepare a quote! Too ...
Building a Profitable Sales Process - Know Your Target
The first step in building a profitable sales process is to decide where to focus the prospecting ...
Four Ideas to Shorten Your Sales Cycles and Keep Things on Track
One of the more common frustrations I hear when talking with Presidents, CEOs and Business Owners is ...
Are Your Boring Sales Meetings Driving Growth and Change?
How effective are your sales managers at running a good sales meeting? How engaged are your top ...
Creating a Culture of Accountability for Your Sales Team
Are your sales managers doing everything they can to create a culture of accountability for your sales ...
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 ...
Is Selling More Difficult Today?
If you’re like many of the CEOs, Business Owners and Presidents we work with, one of your key ...
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 ...
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
If you are the person who signs the checks (the President, CEO or business owner) for all of the ...
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 ...
Sales Vision - Gap Between What Is/hat Could Be
Here's another excellent Ted Talk with an important lesson for your sales team. In this 18-minute ...
Sales Focus - The $2,000 Cup of Coffee
My friend and client Bob Scherer took an exercise I had given to his sales team one step further and ...
Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week, The Case for Activity Goals and ...
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 ...
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all ...
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is temporary. ...
Are You Selling Price or Building the Case for Value?
Many sales people struggle with how to handle pricing objections because they fail to build the case for ...
Customer 2.0 - Death of Your Sales Team?
When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many ...
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 ...
Sales Advice From Mr. Spock - Use Emotion Not Logic
Sales people who use logic to convince their prospects make selling a lot harder than it needs to be. ...
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 ...
Increase Sales By Focusing Your Prospecting Efforts
When a sales person is struggling one of the first questions we ask is "how many people are on your ...
Sales Systems and Super Bowl Champions
What a great Super Bowl game last night! As a lifelong Green Bay Packers fan it was especially sweet. Do ...
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 ...
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines how ...
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 ...
Talk Less to Increase Sales
A recent article in the Wall Street Journal looked at which NFL announcers are the chattiest. They ...
Proven Sales Growth Strategy for 2011
Hiring superior sales people is a proven sales strategy that can put your company on an entirely ...
Cold Call Strategies – How to Overcome Your Sales Call Reluctance
Believe it or not, there are sales people who absolutely thrive on making cold calls. But for most of us ...
Sales Accountability Plan for 2011
In working with sales professionals for the past 21 years – as a business consultant and sales force ...
Year End Sales Focus – Mad Dash or Building Relationships?
Is your sales manager frantic this week or relaxed? Is your sales team focused on a final year-end push ...
Keeping Your Sales Role Balanced
Do you remember the last time you closed a big deal? Or maybe you closed two or three in a row, on the ...
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 ...
Optimize Your Sales Force by Mapping Your Sales Process
A clear sales process is key to optimizing your sales force in 2011. By mapping your sales process you ...
Optimizing your Sales Team for 2011
When optimizing your salesforce you must first look at your team to ensure that you have the right ...
How Much Should We Budget for Sales Training?
If you’re on a calendar year your VP of Sales is probably in the initial research phase of preparing ...
CEO Views on Sales
According to a recent study by SpencerStuart, the most common path executives take before becoming CEO ...
Catch Them Being Good
My wife is a pre-school teacher and is always taking classes and reading articles on early childhood ...
Keep It Simple
I'm currently reading Switch by Chip Heath and Dan Heath, a best-selling business book looking at change ...
Cold Calling all Brian's and Kevin's
Yesterday, in celebration of St. Patrick's Day, my new sales person sorted his prospect list to create a ...
Sales Management – Toughest Job in the World
It's difficult to imagine a position that can have a greater impact on the growth of a company. And yet ...
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