The Insightful Seller
When Should You Hire a Fractional Sales Leader?
As a top executive, you know that sales are critical to your company’s success. If you are the person leading your sales team then you know how much time and energy it takes, not to mention that you still have other critical aspects of the business to oversee. You...
How Winning Companies Adjust in a Down Economy
I recently met with a CEO whose company experienced 18% revenue growth in 2021 and another 20% increase in first-half FY2022 but lost all of that growth after a 33% drop in second-half 2022. I have seen this post-COVID sales pop in many businesses brought on by...
Reasons Your Sales Outreach Isn’t Working
There was a time when salespeople could land meetings by showing up to industrial parks with a box of donuts and eventually get a meeting with someone. Today those prospecting efforts won’t get you past the front door... unless your target appreciates the novelty of...
The Keys to Successful Sales Onboarding
Successfully onboarding new salespeople is one of the most crucial activities a business undertakes, yet I commonly see this area not getting the design attention and internal staff support it deserves. Your sales organization’s onboarding plan should be a structured...
How to Design a High-Impact Sales Review Process
Salespeople need to be measured differently than the rest of your organization because, unlike the rest of your staff, their performance is tied directly to the company’s revenue success. Your non-sales roles can wait a year to be formerly evaluated but waiting that...
Want the Secret to Successful Networking?
Having a strong network and being an active contributor demonstrates your value as a business leader. In addition, being well-connected makes you a more important resource within your company and in your specialized field. Through this interaction, you get insider...