Effective Founders, Executives and Salespeople think, act and execute. They work smart and hard. Less effective one's mistake worry for thinking, delay what needs to be done and never take the time to really understand the right actions of this moment and future in the first place. Why? A lack of clarity caused by some … Continue reading What Will They Think? Doing the Right Thing
Category: Sales
Start in September: 3 Keys to Making and Exceeding Next Year’s Sales Numbers
“We overestimate what we can accomplish in 1 year and underestimate what we can accomplish in 10 years.” Bill Gates Often as sales leaders and revenue professionals we fall into the same thinking trap as we work to achieve our annual sales goals. We overestimate what we can accomplish in a month or a quarter … Continue reading Start in September: 3 Keys to Making and Exceeding Next Year’s Sales Numbers
The Top 3 Ways to Fix a Broken Sales Process to Grow Sales
Is your sales process broken? Do you feel like you or your team are working too hard to win new customers? Do you feel like there a lot of sales activities that don’t necessarily result in winning new customers? Prospects have different needs for information and guidance in the sales process. How do you meet … Continue reading The Top 3 Ways to Fix a Broken Sales Process to Grow Sales
6 Keys to Build a High-Performance Sales Team
A coordinated sales team always outperforms a non-coordinated group of individuals, regardless of individual skill or ability. If your sales team isn't executing with the right structure you're losing sales. To improve sales where do you start? Here are the six keys to building and growing a high-performance sales team. Key #1 - Use a … Continue reading 6 Keys to Build a High-Performance Sales Team
7 Steps to Accelerate SaaS Sales
A successful founder I know came to me. His companies product had traction and had been growing but sales were starting to flatten out. They were looking for answers to get sales growth increasing again. He was hoping to start raising money in 6 months and wanted to show a track record of strong growth. … Continue reading 7 Steps to Accelerate SaaS Sales
10 Top Tips to Consider When Building Out Sales at Your Enterprise Software SaaS
Every Founder and CEO faces challenges growing their companies. They’re often overwhelmed and unclear about how to navigate the growth path. They want to be certain and clear about how to gain control of their sales growth and increase revenues in a scalable and predictable way. Here are 10 key tips to consider when building … Continue reading 10 Top Tips to Consider When Building Out Sales at Your Enterprise Software SaaS
Are You a Sales Hostage?
I recently met with a CEO of a b2b SaaS firm with sub-1 million in revenues. The firm has had early success with a few large brand names. Often companies at this point hire a VP Sales and several salespeople to capitalize on their early momentum and provide sales expertise that the founders feel they … Continue reading Are You a Sales Hostage?
Capturing and Consuming Attention
A missed quota, a driver cutting us off on the freeway and a poorly designed website interface all rise to the top of our attention stack because we have to struggle to respond to them and or at some level figurative or literal could take us out. Threats, irritants and the things that slow us … Continue reading Capturing and Consuming Attention
Icebergs – Losing Deals to What You Don’t See Under the Water
Icebergs are hulking, majestic, and if you’re unlucky they’ll sink your ship. The dangerous part of the iceberg is not the tip sticking out above the water that's obvious to everyone. It’s the 90% chunk of ice unseen below the water that will rip your hull open and send you to the bottom of the ocean. Savvy … Continue reading Icebergs – Losing Deals to What You Don’t See Under the Water
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