Ways to Eliminate Over Promising by Sales Reps

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 […]

You Are the Differentiator

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 […]

Sales Process vs. Technique: Which Matters More?

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 […]

Revenue Growth Isn’t Everything

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 […]

Increasing Revenue Through Your “Why”

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 […]

How to Scale Your Sales Function

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 […]

Top Reasons Why B2B Sales Prospecting Should be Outsourced

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 […]

The Most Under-Utilized Sales Leadership Tool

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? 

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 […]

“There MUST be a better way to sell!”

Sell More by Selling Less

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.

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