Tag Archives: Sales Coaching

Coaching and Developing Great Salespeople

Wanted: Great Salespeople! All of us are looking for great salespeople to close business, grow revenue, and help drive our companies to success. What are some of the qualities of great salespeople? Professional and personable Responsive and lives up to … Continue reading

Posted in Growth and Strategy, Sales and Marketing, Team / People | Tagged , , , , , , , , , | Leave a comment

Prepare Questions…Not Presentations

The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged , , , , , , , , , , | Leave a comment

Get to the Front Lines

Undercover Boss has become a hit TV series by showing big corporate bosses going undercover and discovering the reality of the work lives of their employees. As leaders, we do not need to go undercover; we just need to get … Continue reading

Posted in Business Acumen, Leadership, Team / People | Tagged , , , , , , , , , , , , , | Leave a comment

Ten Ways to Grow Sales Now

Despite the improving unemployment rate and positive economic indicators, many B2B companies are stuck in slow and no growth modes. How can these companies re-kindle growth and increase sales?

Posted in Growth and Strategy, Improve / Turnaround, Sales and Marketing | Tagged , , , , , , , , , , | Leave a comment

An Open Letter From Your B2B Customer

Dear Mr. or Ms. Sales Manager, I am writing to remind you that I need you. You and your salespeople provide products and services that I need to help me succeed in my business. Unfortunately, many of your salespeople do … Continue reading

Posted in Business Acumen, Perform / Execution, Sales and Marketing | Tagged , , , , , | Leave a comment

Five Questions to Ensure a Successful Sales Call

In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call: Win – the customer makes a firm commitment to buy Advance – the sales process moves forward towards a decision Continuation – the sales process … Continue reading

Posted in Improve / Turnaround, Perform / Execution, Sales and Marketing | Tagged , , , , , | Leave a comment

Let’s Train Our Sales Managers

The all too common refrain in sales and sales management is: When you promote your star salesperson into a sales management position you lose a good salesperson and gain a lousy sales manager. But why? Why do we have so … Continue reading

Posted in Sales and Marketing, Team / People | Tagged , , | 1 Comment