Jan 28, 2021
You want your sales people to be self-accountable
You want your AE’s to be self-reliant.
You want your team to be autonomous
This means being capable of existing independently
It’s a theme that a client of mine is working on in her SKO 21.
In this year’s kick-off, how can she get her sales people to be more...
Jan 21, 2021
According to Gartner only 17% of buyers time is spent speaking directly with suppliers.
Your prospects are gathering information from a range of informal sources.
Top of the list are situations where they have an opportunity to learn from people in their shoes.
People in the same industry
People in the same role
People...
Jan 14, 2021
Traditionally in sales, we begin the year with a kickoff
We have planned the year ahead
We have lined up resources and allocated them
We have communicated plan and how we’re going to execute it
Kickoff is a fooball term and brings to mind an image of your team in their positions
Everyone knows what their...
Jan 7, 2021
When we’re trying to sell things to everyone, we’re selling to anyone.
And that’s kinda hard because your team aren’t close to the kind of buyers whom they understand.
In sales, we call this having an ICP - Ideal Customer Profile.
This is the person whom we know we can best help, whose problems we can best...