CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Qualification & Discovery
qualification-discovery
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 ...
Cost Per Opportunity
As the old saying goes, management gets what management measures. What would happen if you put some ...
Creating a Client Scorecard
We have been working with a lot of our middle market clients lately on implementing or refining ...
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 - Make Every Appointment Count
All of the work your sales people are doing at the front of the sales process (identifying the right ...
10 Steps to Building a Profitable Sales Process
Nearly every CEO we meet with struggles when we ask "Tell us about your sales process." If you have not ...
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 ...
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 ...
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. ...
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts whatever ...
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 ...
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the results ...
Crucial Step #1 For Hiring a Sales Person
Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what they ...
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready to ...
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 ...
Are You Missing this Sales Secret?
Why do some sales professionals convert more business than others? What do they do in their sales ...
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify prospects. ...
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