Sales

Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

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The 10 Essential Elements for Accurate Sales Forecasting: #2 Understanding the Funnel

Sales

Pipeline Inversely Proportional to Performance One thing I’ve noticed that I’ve always found fascinating is that often the size of the pipeline displayed is inversely proportional to performance. Over and over we see completely underperforming reps who report 2 to 5x the pipeline listed by the quota busting reps. It’s as if they believe they […]

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Is Your Communication Direct—Or Downright Damaging?

Entrepreneurship, Leadership, Management, Sales, Self Governance, Small Business

Leaders like to think they know when and how to be direct. They should. Direct communication is good. Damaging communication, on the other hand, can destroy a relationship, partnership, sale, or reputation forever. Why does one listener consider a comment “over-the-top” disrespectful, while another listener interprets the same remark as just “firm,” straightforward, even prudent? 

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the ceo magazine, marketing,

From the Top Down

Marketing, Sales

Martyn R. Lewis, Author, How Customers Buy…& Why They Don’t. As Peter Drucker so notably stated, “The purpose of business is to create a customer”. Drucker went on to tackle the notion that to provide a return to shareholders is akin to breathing for the human body. Just as you must breathe to live, so must

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8 Tips to Increase the ROI of Your Staff Meetings

Entrepreneurship, Leadership, Management, Sales, Small Business, Strategy

The COO of my consulting firm years ago used to start staff meetings with 5-15 minutes of small talk. Although he intended to promote socializing, the adverse consequences were late-arrivers, difficulty in focusing on serious discussion at the start of the meeting, and low energy throughout the remainder of the meeting. But those meetings were

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the ceo magazine, sales,

How B-to-B Sales Leaders View the Pressures of C-Suite Executives

Sales

Stephen J. Bistritz, Founder, SellXL Business drivers – loosely defined as the key factors that create the need for change within a corporation – are typically behind a customer’s thought process when it comes to making significant investments with suppliers.  In order to remain effective, b-to-b sales leaders and their teams need to have a baseline

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the ceo magazine, customer relations,

Seven Secrets for Developing Evergreen Customers

Management, Sales

In botany, we learned that an evergreen plant has leaves that stay green throughout the year. Unlike deciduous plants, which lose their foliage during the winter or dry season, the foliage of evergreen plants remains constant. Like their botanical counterparts, successful companies take an evergreen approach to their client relationships, too. Conventional wisdom, which is

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the ceo magazine, sales team,

Sales Compensation as a Change Management Tool Fuels Success

Management, Sales

Michelle Seger, Global Sales Strategy & Change Management Leader, SalesGlobe It can start with a whisper: We’re merging… our sales comp is down the drain. When dramatic change occurs within a company, like a merger or acquisition, a vacuum of communication from leadership will be filled with rumor. One of the most common: an acquisition depletes

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the ceo magazine, sales team,

Competitor Crushing Your Sales? How To Launch A Counterattack

Sales

Christine Comaford, Author, Power Your Tribe Has your organization ever suffered from Competitive Crush? Competitive crush is when a competitor has swooped out of left field, raiding an organization’s top performers and key customers like an unstoppable force of nature. In the scenario I’ll cover below, our client hadn’t anticipated the potential threat. Salespeople were discouraged,

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