How to Predictably Hit Your Revenue Goals

It’s the Sales Leader’s job to predict the company’s revenue future. Accurate predictions make it easier it to run the business and plan for its future.  The leader must know how much the team will sell, who they will sell it to, and when will they sell it.  To more accurately predict your sales results master […]

To Close More Deals Follow the Roadmap

Navigating big deals through to closure is complex. Multiple decision makers, influencers, and big dollars can make these anxious waters. It’s easy to get lost. To help you find your way follow the Sales Roadmap. The Sales Roadmap is an inventory of sales actions and corresponding buyer commitments that move a sale forward step-by-step to […]

When Sales Leadership Abdicates Their Duties

As an executive level sales manager you can find your focus being pulled away from important ‘on’ the business issues to burning and urgent ‘in’ the business issues. Marketing wants feedback now, R&D wants input tomorrow, and Finance wants help with A/R issues yesterday. By the way, there is that big deal that needs closing. […]

Channel Your Team’s Inner Wisdom

Want your sales organization to up its game? Ask your best players to mentor a teammate. Why ask your top performers take on a mentoring role? Because mentoring makes everyone better. Through the act of mentoring, the mentor improves. Want to get better at something? Get prepared to teach it to someone else. Knowledge gaps […]

Managing the Sprint to the Finish

Even with solid sales planning, sometimes hitting your company’s quarterly sales quota can be a sprint to the finish. Navigate through these urgent times in a way that not only brings in revenue today, but paves a smoother road for the future, too. Every sales leader has had a conversation with senior management that goes […]

Telling Isn’t Selling

Knowing your product catalogue verbatim is not enough to make you a top producer. Knowing the buyer pains your products resolve and the gains they facilitate will get you there. This is needs-based selling. Espousing your products’ features and benefits is educational and sounds impressive, but it is not selling. This approach is severely limited […]

Push Softer

Being a revenue-generating sales machine is tough work. After running in high gear for the first 11 months of the year, why not take the last one and enjoy the ride? I know it is year end, every sale counts, and it’s time to push a little harder, right? In fact, when deadlines loom and […]

Selling With One Hand Tied Behind Your Back

The Internet era has revolutionized our communication. It has revolutionized the way many people sell, too, and not for the better. When you sell using email and the like, you are selling with one hand tied behind your back. This is not the position you want to be in for any competitive situation. The statistics […]

The 5 O’clock Track Team

Sales is a job with inherent flexibility. Some salespeople exercise their flexibility by working hard all week and cutting out a little early on Fridays—and their sales leaders let such behavior slide. They feel that if a salesperson is above plan they can do whatever they want. But is a short Friday a well-deserved break […]

“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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