More sales. More customer growth and more success. That’s what everyone wants and how we have traditionally defined success as sales professionals. If you are selling more, then you must be successful – right? Perhaps…or maybe not so much anymore. This is true by conventional measures. But the changing face of HOW people do business
As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns?
The best part of giving a keynote address is getting the opportunity to hear so many valuable and insightful comments from attendees. The comments often make me think about how other people see sales and my topic of sales culture. Last week, I had an amazing conversation with someone about the role of vulnerability in
I am excited to announce the date of the FIRST “Transform Your Sales Culture: Upgrade Your Sales Technology” Seminar for 2013. All of our seminars have been sold out, so I hope you will reserve your spot today. My colleague Gene Marks and I are bringing this seminar to you on February 27 at the
1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or
I am just back from some Sales Culture Keynotes, and I had an interesting conversation with one client that really got me thinking. As this particular CEO was making a very kind introduction of me in front of the entire company, he made the following statement: “…we are going to hear today how sales culture
Special Event: Transform Your Sales Culture Join Gene Marks and me on March 30, 2012 to learn how to upgrade your sales technology and increase your sales! Topics will include: How to generate greater impact from your sales incentive and compensations plans. How to plan for and create a sales culture and not just a
By Maria Baseggio, President, Sage Insights At this time of year, executives focus on two key actions: 1) Achieving your 2011 financial plan for orders, revenue, and profit 2) Finalizing a strategic plan that enables achievement of 2012 desired growth targets For 2011. the clock is ticking, leaving you very little time to reach the
So how do you know that you have a strong and vibrant sales culture? Indications of your strengths include many tangibles, such as stakeholder retention, super-engaged employees, new sales referrals, better-qualified sales professionals, and increasing revenue. Employees and customers remain where they feel satisfied and a part of the culture. They will work together to solve problems
Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail.