Mar 31, 2022
If you’ve ever watched your key performers leave your team, you’ll know that it hurts to watch sales talent walk out the door.
But there’s lots that you can do to reduce the chances of this happening in the first place.
My guest today is Ryan McNitzky Sales Director AMER Enterprise Accounts at Redgate...
Mar 24, 2022
A deal review is your chance to get your rep to walk you through the ‘story’ of a specific opportunity in their pipeline in a conversational manner from beginning to end.
You are sense-checking how they qualified this opportunity as well as their plan to get a win.
Of all the reviews you coach, this is where the...
Mar 17, 2022
In sales, the worst thing you can hear your customer or prospect say isn’t “no.”
It’s something like ‘leave this with me’” or “I need to think about it.”
It’s a true horror for any professional sales person. We’ve all been there.
We prospect, qualify, make some kind of proposal, then...
Mar 10, 2022
You can’t be everywhere and you can’t do everything.
The good news is that you don’t have to.
Effective Sales Leaders are those who focus on the execution of their own priorities in any given moment.
It sounds simple.
But it’s kind of not.. because it also sounds really selfish.
And that’s why so...
Mar 3, 2022
Years ago, in one Wendy’s most famous advertising campaign, Octogenarian Clara Peller asked audiences: ‘Where’s the beef..?’
In sales, it’s a lot like asking your team (where’s the rest of the stuff?’)
The stuff under our noses - the unexplored opportunities
White space analysis helps your team to...