Sales Consulting and Services
Whether you have inherited an existing sales channel strategy or you are building one from scratch, you must be aware of available Sales Channels and work to optimize your choices. If markets behaved consistently, buyers could be singularly defined, products were never changed, technology stood still, there was only 1 level of distribution, and there [...]
In meeting after meeting I hear frustration from sales leadership on how to grow revenue right now. The economy and the outlook are slowing down decisions, drying up capital, and compressing pay back times. Many sales leaders have responded with layoffs, likely lengthening the recovery time. So, what can Sales Leadership do to maintain revenue [...]
Your thumb print is unique to you and is used for identification by Law Enforcement and Security Access Systems. it is likely you have not thought much about it. Touch a mirror or other shinny surface and you will clearly see the impressions made by the ridges and valleys of your thumb. Remembering my Physics [...]
As a leader, to improve we often study books on leadership, business strategies, and biographies of successful leaders. We often use little props to remind us to follow the recommended steps, take timely action, etc. Long ago as a cure for over eagerness, I placed a note strategically in view that in bold letters had [...]
Most sales organizations desire to move up the sales value chain leaving behind commodity buying restrictions and developing a trusted advisor role with their clients. There are many advantages to this goal. Having sold for many years I can attest to those advantages. As a trusted advisor, you are involved in all aspects of your [...]
Cruising along the freeway at a comfortable 80 miles per hour, your radar detector shows clear sailing ahead. You aren’t worried because you are just keeping up with the traffic. As you finish clearing your voice mail messages, you hear a siren. The mirror shows the bright flashing blue lights and you mumble, “Snap, Where [...]
Funny thing, every time you meet with this one low performing Sales Rep, the conversation always morphs into a discussion of golf. Every time you meet, you spend 30 minutes talking golf and then cram the business discussion into the remaining 10 minutes. And if memory serves me correctly, you seem to go over the [...]
High on most Sales Managers annoyance list is the late Friday call from a Sales Rep looking for a price discount to close a forecasted deal. Here is that typical call. ——— Manager (phone ringing) – “Hello this is Marc“. Sales Rep – “Marc, I need your help.” I am here at the Widget Manufacturing [...]
The wind from falling economic momentum is blowing many sales professionals out of their jobs. Surprised by the layoff volume in Q4, the shock continues in Q1 with greater numbers. It will take months to measure the total personal impact. For those without a job, the winter months loom as large challenges. From conversations there [...]
Sales leadership has created a conundrum. In our sales people, we feverishly encourage aggressive competitive behavior – beat the competition, win, be the best, (you can fill in the rest). Then as the circumstances change, we persistently coach them to be passive, to fit in, to play as a team, to assimilate (from Star Trek [...]
