Written by Rob Malec www.robmalec.com Though it may seem counterintuitive, forcing your salespeople to slow down can help them speed up their closing cycle. The way to do so is to move your team away from the tactical and towards focusing on sales strategy. Creating and pursuing an effective sales strategy will result in increased […]
About Rob Malec
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Entries by Rob Malec
Written by Rob Malec www.robmalec.com If you are seeking optimal revenue generation results (and who isn’t?), you need to look carefully at certain aspects of the business. There are a few common red flags to look out for if you want to improve sales but aren’t sure how. Focus is Crucial to Improve Sales The […]
Written by Rob Malec www.robmalec.com If you want to increase your sales and ultimately grow your business, you need to know how to motivate your sales team. Contrary to what you may think, money may not necessarily be the main driver (at least not for every member of your sales team). Figuring Out the “Why” […]
Written by Rob Malec www.robmalec.com When you look at your current customer base are you happy with what you see? Or do you find yourself wondering how to boost sales and wishing you had more ideal clients instead of the merely okay clients you currently have? The way to a roster filled with brag-worthy clients […]
Written by Rob Malec www.robmalec.com Looking for the best way to grow your revenue? It’s a common mistake to assume that means landing new clients. In fact, easy money is yours for the taking if you put some effort into getting new revenue from your existing customers. In my work as a Fractional VP Sales, […]
Written by Rob Malec www.robmalec.com From the outside looking in, job role clarity in sales seems like it should be easy. Work with buyers, help them to become clear on their needs, present your products and solutions in a compelling way, and close the deal. Simple, right? In reality, it’s trickier than you might expect. […]
Written by Rob Malec www.robmalec.com Many people believe that sales is the art of persuasion. This isn’t true. More accurately, it is the art of helping a potential buyer move forward in the consumer decision-making process. If the seller is persuading a would-be customer to do this, then they are pushing, not selling by helping. […]
Written by Rob Malec www.robmalec.com Often in sales, you communicate with one individual within the buyer’s organization to get deals done. But if any of your client relationships hinge on a single point of contact at the firm, you’re putting your business at risk. In this scenario, you are in an unstable arrangement; one wrong […]
Written by Rob Malec www.robmalec.com I recently came across the most simple and elegant formula I’ve ever encountered that cracks the elusive code of increasing the revenue that you as a business owner can generate from the total of your team’s marketing, sales, and business development efforts. I encountered this in Timothy Gallwey’s excellent book […]
Written by Rob Malec www.robmalec.com Every business owner dreams about the mega sales deal that will make their year for them. It seems that these opportunities appear with some regularity, but they are not an easy fish to catch. The bigger the deal, the more the complexity, and the higher the competitive presence and downward […]
I 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
A bit about Rob
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.