Sales Strategy Archives

A Data Framework for Any Sales or Leadership Decision

May 18, 2022 | Business Growth, Sales Leadership, Sales Strategy, Sales Training

There’s usually no shortage of data in a sales organization. CRM metrics, forecasting data, deal velocity, revenue and profitability, marketing activity, industry-specific data, and research data are but a few. There are probably more you can add to this list! As it...

How Sales Planning Immediately Impacts Results Through Roles

Apr 22, 2022 | Sales Leadership, Sales Strategy, Sales Training

Sales leaders or CEOs will often ask me to work with their teams on sales training, and then we uncover other ways to improve their sales organization. It involves sales consulting on the underlying structures that support the sales team; we find ways to significantly...

The Top Sales Books I’m Reading Now

Apr 22, 2022 | Sales Strategy

I’ve been a huge reader my entire life. My parents encouraged a love of reading and during my summers growing up in Cleveland, you could find me in one of two places: the pool or the library. I was the one who actually read all of the suggested summer reading from my...

Sales Training Strategies to Develop Next-Gen Sales Managers

Apr 8, 2022 | Business Growth, Sales Strategy, Sales Training

I’m always on the lookout for trends to address in my sales training programs. So in my latest LinkedIn poll, I asked my community to identify the greatest challenge facing sales managers right now. The top answers: sales managers are weighed down with too many...

Sales Strategies for Successfully Qualifying Your Opportunities

Mar 23, 2022 | Personal Growth, Sales Strategy

When I ask my sales consulting clients what is the most important aspect of earning new business, it’s fairly evenly split between prospecting and closing. The bookends of their sales process. It makes sense, because without prospecting you don’t have opportunities....

Sales Strategy: How to Get Trusted Introductions and Maximize Your Sales Growth

Mar 10, 2022 | Business Growth, Sales Strategy

We’re remodeling our bathroom and had a painter out to visit the house. As we were walking through our requirements with the painting company’s owner, we decided that we wanted to replace our drywall as part of the remodel process. He said: “I have a great drywall...