CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Prospecting
prospecting
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 ...
Remote Selling In Era of 'Social Distancing'
Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely. The ...
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 ...
Wanted – Humble Sales People
One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between being ...
Dog Days of Summer
Are you accepting excuses from your sales team during the dog days of summer? When the weather turns ...
Is Your Hiring Process Stuck in 2014?
Two years ago there were more candidates available than positions available. It was fun! Hiring managers ...
Prospecting for Sales Appointments Is Not Dead
Inbound marketing is a wonderful tool. We have added material regarding how to handle inbound leads to ...
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 ...
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 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 Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the movie). ...
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all ...
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 ...
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. ...
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 ...
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines how ...
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 ...
2011 Sales Resolutions for Presidents, CEOs and Business Owners
It’s the first week of a brand new year and your “To Accomplish List” has already hit a second page. ...
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 ...
Sales Tips - Voicemail Strategies
Are you frustrated by voicemail? Do you ever feel like your sales calls are getting screened? If you’re ...
How LinkedIn Is Changing My Business
Six weeks ago I was as big of a “social media” skeptic as you could find. Even though I had used them, ...
Successful Prospecting
I missed my anniversary! On June 2, 2007 I wrote my first post for my B2B Sales Blog. And over the past ...
Responses: Successful Prospecting
This week we began a conversation around successful prospecting. As part of that conversation, we asked ...
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify prospects. ...
Turning Leads Into Prospects
The best way to turn leads into prospects is to help them identify compelling reasons to change. And the ...
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