Are you sick of one-word answers from your sellers when you ask about a sales meeting? Do your conversations sound like this, "How did it go?"…." Great" or "What's the likelihood that it will close?"…. "90%"
It’s difficult to lead your sales team to success with the wrong KPIs. And most KPIs aren’t measuring the right things. There are two big problems with sales KPIs today. They measure too many things and most of those are the wrong things. Just because you can measure somethin...
Stop! Before you hire a salesperson that will cost over $100,000, set them up for success.
When you build a house, before you do anything else, you put in the infrastructure and lay the foundation. A solid foundation ensures a stable structure. The same is true when you build a sales orga...
Leading your sales team with sales strategy means understanding what is possible in the market, knowing what your team needs from you and how to coach them to success. To lead sales successfully, you need a detailed plan, compelling messaging, appropriate tools, and consistent coaching.
It’s not uncommon for business leaders to start a sales strategy with sales goals. But a sales strategy doesn’t start with sales. In fact, a sales strategy ends with sales. There is a whole lot that happens before you can look at a sales team and say, “Hit these numbers.”
Launching a new medical device or any product that requires FDA approval is difficult and time consuming. The process can be long and frustrating. It is particularly frustrating if you make these mistakes that can set you back months, even years!
Even if you do everything right there are still surprises that could slow or halt your launch. It’s hard to be prepared for the unexpected, so it’s a good idea to have a Plan B.
Do you have a value proposition? Have you ever said it out loud to a prospect only to have them stare at you like you are speaking another language? Maybe it’s because you are. If you want your value proposition to resonate, read this article.
Are you one of those salespeople who have prospect information bouncing around your brain? Reminders on Post-it Notes all over your workspace? Or a forgotten list of follow-ups?
If it feels like chaos, you are not effectively managing your opportunities. You funnel should give you visibil...
If you want to get your customers’ attention, don’t talk about the product. Talk about what it does for them or WIIFM.
