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But we are proud to say that Rob Malec contributed 81 entries already.
You’ve probably personally experienced the pain and frustration that results when your Sales team over promises to a customer. Nobody’s happy – especially the customer – and you are left to unravel the mess. Luckily, there is a simple way to short-circuit such confounding situations. Given that revenue generation is a team sport, ramp up […]
It’s safe to say that there are probably a thousand firms that do pretty much what yours does. This is why your sales team needs to stop selling the products and services you provide, and start selling why partnering with you will bring buyers more value than buying from anyone else. Differentiation Is the Key […]
If your sales are not at the level that you’d like, the best thing you can do is have your salespeople brush up on their sales techniques so that they perform better, right? Wrong! Achieving predictable, long-term revenue growth is not as simple as sales training. If you’re guilty of repeatedly investing in sales technique […]
One of the most common traps I see business owners fall into is making revenue growth the most important driver for their business. As ironic as this may sound [coming from me, a revenue generation consultant], revenue growth isn’t everything. Why Growth Shouldn’t Be Your Only Metric for Business Success Obviously, growth is vital for […]
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 […]
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
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.
