Category: Sales

When I started in sales, my CRM (customer relationship management) “system” was a shoebox filled with 3 x 5 cards and a spiral bound calendar.  I’d fill out tracking sheets on the “hot prospects” and report my calls to a voicemail box. And then there were the KPIs (did we even call them KPIs then?!)…

Business technology is changing at a fast & furious pace. It seems like every day I see a new CRM, a “groundbreaking” marketing automation tool, the latest sales automation app, a “souped-up” time and attendance software – or any other number of new programs. What do they all have in common: they promise by using…

Imagine that your business isn’t doing so well. Let’s say sales are down (or are flat) in your company and have been for a while; it certainly makes sense that you’d look to improve poor results. You look around and it seems to you that sales training is an option that might help. You think…

Admit it…you want the secret formula to catapult your sales. Right? “Do what I tell you and the big sales will follow.” “For only $99 you can learn the magic and increase sales by 300%!” But, I’m sorry to tell you, it just doesn’t work that way. Any “snake oil” sales trainer that tells you…

People will remember your stories before they remember your sales pitch.  ~ Gennia Holder One of the best things about being a VP of Sales is being able to see the different styles that sales people utilize to deliver a message and overcome objections to a sale. Over my career, I’ve seen hundreds of sales…

Nothing surpasses the beauty and elegance of a bad idea. ~ Craig Bruce When you’ve been in sales leadership for almost 20 years, you’ve seen it all. You’ve seen every different way that companies will try to improve sales. There is one commonality in each company looking to jump-start lagging sales: they all start with…

“How’s business been lately?” I recently asked a CEO of an industrial distribution business. “Things are good,” was his answer. “Great to hear! So, sales are increasing then?” I continued. “Well, actually we’ve had flat revenues for the past three years and this year will be slightly down,” was his response. I was stunned. Stunned…

I am Groot.  – Groot If you haven’t noticed, the Guardians of the Galaxy franchise is cleaning up at the box office with over $1.5B in total ticket sales.  The movies revolve around a group of ragtag space criminals, which come together to fight a super villain set to take over the world.  The same…

In my first few day on a new assignment as VP of Sales, I asked for access to the CRM, to start pulling reports and understand the landscape of the business. What I got was spreadsheets and assumptions on how things were going. When I asked why there was no CRM, the answer back is…

“The most serious mistakes are not being made as a result of wrong answers. The truly dangerous thing is asking the wrong question.” Peter Drucker As a CEO/Owner/Portfolio Manager, one of the topics that keep you up at night is – “How do I accelerate growth?”. Your search for answers starts with the sales team…