Avoid Wasting Time and Energy Chasing Dead Deals

Make sure you pursue only “good fit” large deals A company can spend a lot of time and energy chasing deals that eventually go to a competitor or fizzle out. That’s a fear many of our clients have. Everybody has

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To Land Big Deals, Don’t Qualify More – Disqualify More

Don’t let hopeful salespeople fill your pipeline with junk For years I have heard sales people tell me they want to learn how to qualify better and land big deals. It is every salesperson’s dream. Even though it is a

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What Can You Do to Attract Top Salespeople?

Build a company where salespeople want to work Do you want to know what to do to attract top salespeople? Let me throw the question back to you. “Are you a company where top salespeople would want to be?” When

Posted in Sales Talent Tagged with: ,

What Should a Sales Manager Do to Increase Sales?

Before I tell you how a sales manager increases sales, let me first define what I mean by a sales manager. No matter their actual title, sales managers are anyone who has salespeople reporting them. Some people may have the

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How Do You Shorten Your Sales Cycle?

To shorten sales: Match your sales process to the buyer’s buying stage What’s a common question in sales- how do we shorten our sale cycle? That’s one we hear often but not a lot of people have the answer. It’s

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How to Teach Sales Reps to Close Larger Accounts

It Takes a Team to Close Larger Accounts The way to teach your salespersons to close deals for large accounts is really a loaded question. You can’t teach the sales reps to do it on their own. Parts of the

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Sales Strategy

Do You Need a Different Sales Strategy? Don’t Just Go with the Flow for Your Sales Strategy You probably do need a different sales strategy. What’s funny is most sales organizations don’t even have one. Instead, they work very tactically

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A Low-Grit Sales Culture Dooms the Company

It’s not sexy, but it’s true: hard work matters. Now more than ever. Yes, that stick-to-it-ness, that guy who goes the extra mile for a prospective customer, or the one who stays late to help a customer in crisis; these

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