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 Process
sales-process
The Executive Leadership Playbook: How C-Suite Leaders Drive Sales Growth
Most companies treat sales as a separate department—something that happens "over there" while the rest of the organization focuses on their core ...
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 ...
Optimizing your Sales Team for 2011
When optimizing your salesforce you must first look at your team to ensure that you have the right ...
Optimize Your Sales Team for Massive Results in 2011
With graditude to Dave Kurlan and his team at Objective Management Group, let's talk about the decisions ...
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 Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the ...
What do you wish you knew that you know now?
What do you wish you knew that you know now?
Keep It Simple
I'm currently reading Switch by Chip Heath and Dan Heath, a best-selling business book looking at change ...
Year End Closing Tactics
First, all of these suggestions assume you have a "closable" opportunity. That means you've established ...
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify prospects. ...
The Four Hidden Truths of Successful Closing
Rich Text Area. What could be more important than closing the sale? All of the cold calls, meetings, ...
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