by John McLeod | Oct 28, 2022 | blog, fractional sales leader, sales leadership, sales pipeline, sales plan
Why it matters: Without an accurate sales pipeline, companies cannot reliably plan their operations and achieve their revenue targets. Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” activities and...
by John McLeod | Oct 13, 2022 | blog, fractional sales leader, sales coaching, sales leadership, sales onboarding, sales pipeline
It’s that time of the year. Sales leaders are with their salespeople in the trenches driving hard to finish Q4 strong and executives are looking forward as they establish new fiscal year revenue goals. I observe owners and executives in my small and mid-sized business...
by John McLeod | Sep 29, 2022 | blog, fractional sales leader, sales coaching, sales leadership, sales pipeline
If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The...
by John McLeod | Sep 29, 2022 | blog, sales coaching, sales leadership, sales pipeline
A sales team can learn a lot from a championship sports team. An organization sets their sights on the prize and finds the right people to guide them there. The coach looks at the team and the competition to create a winning strategy. Players are assigned roles and...
by John McLeod | Sep 16, 2022 | blog, sales coaching, sales leadership
Recently I found myself in a small group of business leaders who confided in me that they were having trouble relating to some of the younger generation members on their sales teams. They were acknowledging that the values within their diverse teams simply weren’t...
by John McLeod | Aug 31, 2022 | blog, sales leadership, sales pipeline
Lead generation and its correlating sales activities is at the core of my Fractional Sales Leadership practice. I encounter questions about this subject from business owners and top executives regularly. I began covering this hot topic in a previous blog. To review,...
