As Simon Sinek has famously said “customers don’t buy what you do, they buy Why you do it.” Your “Why” is your number one differentiator. When your “Why” isn’t front and centre your company is commoditized, you don’t stand out and buyers see you as being just like all the others. Getting to Why is […]
If you are responsible for establishing and growing your sales function, then I encourage you to buck convention. Do it differently and reap the rewards. Conventional wisdom is to hire a salesperson, give them a laptop and a cell phone and have them go forth and sell. I recommend going against this conventional wisdom. When […]
If increasing your close rate is not the path to revenue-generating success, then what is? In my work as a sales consultant one of the least common problems I encounter is companies that have a hard time closing business. Generally, when an opportunity that is a good fit presents itself whoever is at the wheel […]
Appreciation is the most underutilized leadership tool. After working with literally 1000’s of employees as a fractional sales leader I’ve learned this first hand. I’ve not encountered an employee who felt they got too much appreciation – and many who felt they didn’t get enough. Have you ever offered appreciation to someone and had them […]
Why hire a Fractional VP Sales instead of a full time one? If you need serious sales horsepower to solve your revenue generation challenges but a] don’t have the resources to pay for a full-time senior executive or, b] feel that your leadership group isn’t ready for one or, c] both, then fractional might be […]
For business owners, hiring sales overachievers is only part of the revenue generation success equation. The other part is the toolkit you provide those folks to excel and maximize revenue. Building a sale is just like building a physical product. Done the right way it is an efficient and effective process with defined inputs and […]
Wondering why your business isn’t reaching its Rev Gen goals? Here’s the things you should be looking at to diagnose what’s at the heart of the problem… In the realm of sales KPIs there are leading and lagging indicators. Lagging sales indicators such as revenue sold versus sales plan are the ones most all business […]
Q: What is the [not so] secret to your company over achieving its sales goals? A: Hire amazing salespeople [of course]. Here’s how… Ever thought you’ve hired a great sales person only to see them underperform and exit the organization in 9 months? Aside from being frustrating, this is an expensive experience. Paying 9 months […]
Here’s a silly question… Would you like your company to hit its sales and revenue generation targets reliably and predictably? I’m going to go out on a limb and say the answer is yes ????. There is a very simple recipe to make this happen. Implement it and you will be golden. It’s called The […]
“There MUST be a better way to sell!”
After studying many sales methodologies and being thoroughly bamboozled by most of them I thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.
Podcast interview with the Consulting Success®July 9, 2021 - 7:17 pmI recently had an interview on the Consulting Success® Podcast where I talked about the roadmap to mastery in consulting. To listen and read the full interview click HERE
Based in Vancouver British Columbia Rob Malec has been helping his clients increase the revenue their companies generate while operating more effectively as an organization since 2001.