5 Steps to a Precise Internal Sales Diagnostic

This article was originally published on Sales & Marketing Management. Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue...

18h

Sales Leaders' Top Challenges — Coaching

You're not an Avenger. I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie. In the real world, we don't have these types of superheroes. But as much as I would like this blog to be...

6d

Sales Development: 5 Ways to Grow Revenue Without Selling New Customers

Most sales leaders talk too much about new business development. The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.

1w

Weekly Roundup: Hitting Holiday Quotas, Employee Benefits +More

- MOTIVATION - "People are influenced to change by people they trust." - Mike Bosworth - AROUND THE WEB - << If you only read one thing >> How to Help Your Team Hit Quota During the Holiday Season – HubSpot Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!...

2w

Don't Step Over a Dollar to Pick Up a Dime

For every sales manager and General Manager, November and December are always interesting months. And the reasons why: it's the end of the year and it's BONUS month. It's the months to prod, cajole, incentivize, and yes, even beg the sellers to get out there and close the year strong!   2021 is nearly over! If you're only a few dollars short of...

2w

Sales Leadership Series: Arnie Malham | Founder & President, BetterBookClub

How do you create a culture that attracts and retains top talent? One lesson Arnie Malham, Founder & President of BetterBookClub and Author of Worth Doing Wrong, teaches us in this episode is that it takes time and will not happen suddenly. Tune in now or keep reading for a brief overview.

2w

Sales Leaders Challenge: How to Effectively Manage Change

As a sales leader, you can count on the fact that there will be constant change. It's all around you — in technology, the economy, your team, and industry conditions. At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes. Whether the...

2w

How to Ask for Referrals (with Examples)

Everyone agrees that referrals are an essential part of growing a business. Furthermore, it's the most cost-effective way to build customer relationships and win new customers. Despite the sundry benefits of a referral program, how to ask for referrals has never been easy. Acquiring a referred customer will cost you almost nothing, and they have a...

2w

Weekly Roundup: Getting Buy-In From Your Entire Company, First Impressions + More

- MOTIVATION - "It's not about having the right opportunities. It's about handling the opportunities right." - Mark Hunter - AROUND THE WEB - << If you only read one thing >> 3 Essential Steps to Get Buy-In from Your Entire Company – The Great Game of Business “If people don’t participate, they don’t buy in....

3w

Sales Leadership Series: Mike Searson | Vice President, Local Revenue at Corus Entertainment

Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder. In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at...

3w