When things are going well and your sales are up, you can sit back and relax, right? Wrong! Business leaders tend to sound the alarm when sales are already down – but if you’ve waited until your revenue has dipped, it’s already too late. Find out why the best time to question your approach to […]
Even if a business is well established, the sales strategy should be assessed at least once every six months. A good leader will pause to assess the sales results, then course correct on strategy and execution to ensure the company stays on track to hit its goals. As the old saying goes “if you do […]
Show me a salesperson who works 60-hour weeks and I’ll show you someone who is inefficient, ineffective, frustrated and likely to leave you sometime soon. They appear committed and passionate, then they’ve quit and you have a hole to fill. It’s been my experience that the best sellers don’t log a ton of overtime. They […]
For business owners, it’s not uncommon for stagnant levels of revenue generation to creep up on you. Most often, this is because of a problem with one or more stages of the sales funnel. Unfortunately, it typically takes one to three months to realize that your revenue is stagnant. By the time you become aware […]
As a business owner, retaining your top salespeople is important for consistently hitting your sales targets. After all, recruiting is a costly and time-consuming process, and when you hire someone, you want them to stick around for the long haul to minimize disruptions to productivity. As a Fractional VP Sales, I’ve seen how common it […]
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 […]
“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.