You’re the CEO of a startup company and you’re ready to pass the sales baton to someone else. Here are best practices for creating and implementing a sales playbook that will help guide your new sales person or future sales team.
Startup CEOs: Create a Killer Sales Playbook and Pass the Baton to Sales
VIDEO: 3 Simple Tips to Close Your Sales Year on a Positive Note
Do you know which deals really will close by year-end? Watch my video for 3 simple tips to help you close your sales year on the best possible note.
How to Make Every Buyer Interaction Generate a Positive Outcome
For each email, phone call, proposal, demo or any other buyer interaction, what if you focused on the buyer and not on you, your product/service or your company? You will be well on your way to being a top performing sales person.
What a Window Washing Company Can Teach You About Complex B2B Sales
Many of the same things I coach around big, complex B2B sales are very similar to what companies are teaching their teams when it comes to B2C sales and customer service. Here’s what a window washing company taught me.
Struggling to Get Meetings with the C Suite? Change This One Thing
Are you constantly relegated to the lower end of your client’s organizational hierarchy? Do you know what to do differently to reach the C suite? The answer may be as simple as this: just change the conversation.
How to Get the Most from Every Buyer Interaction
What is your basis for determining that a client meeting was a success? Think preparing for each and every buyer interaction is too time-consuming, arduous or boring? Then you’re probably not focusing on this one important thing.
5 Ways to Maximize Your Selling Team’s Time and Get Epic Results
Assembling your selling team – the precious internal resources you rely on every day – costs time and money. Here are a few ways to best orchestrate your team and maximize everyone’s (including the buyer’s) time.
Don’t Think You Are in Sales? Think Again
You are in sales, even if your job title says something else. Learn how your role impacts the customer experience, especially when you make the buyer’s perspective central to your sales process.
It’s Your Job: 5 Things Every Sales Professional Must Do
Do you know what your job is? Of course you must sell to make quota and drive company revenue. But there are a few more things you need to do to be a successful sales professional.
Solving or Selling: Which Will Make You More Successful?
Be aware of the difference between solving or selling. Do you solve problems for your buyers? Or do you just “sell” and hope something sticks?
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