Your Playbook to Closing Crucial Deals in Q4
(Image courtesy of ValueSelling Associates) On October 31, Halloween was in full swing here in the United States. When I went to sleep that Tuesday night, the nearby businesses were decked out in their...
View ArticleThere’s no point in teaching salespeople technique without also teaching them...
An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves the teaching of technique – for example, prospecting techniques, discovery...
View ArticleThe Link Between Sales and Customer Experience
Customer service and customer experience (CX) are more than what happens after the sale. It’s not just a department to call when there is a problem. It actually begins long before a customer ever makes...
View ArticleHow Companies Can Stabilize Their Fluctuating Growth
Since 2020, Pipedrive has released an annual State of Sales and Marketing study that provides insights into companies and their growth, with a focus on sales and marketing. The studies consistently...
View ArticleThe Surprising Reason Goal Setting Fails
As the new year rolls in, we embark on goal setting with good intentions and enthusiasm. We might attend a goal setting workshop. We create a vision board. All good tactics and strategies EXCEPT they...
View ArticleI’ve removed the word “goal” from my vocabulary. Here’s why.
You’ve got to have a goal!” said the person talking at me. They weren’t talking with me, or to me. They were talking at me. Their words deflecting off my mind like tiny balls of icy hail pinging off a...
View ArticleIt’s the People, Stupid: Building Excellence in Sales Leadership
Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make...
View Article(3:01 Video) “Shifting Accountability for Better Performance
In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. They note that leaders often accept excuses and attempt to rectify poor...
View ArticleBuild Revenues By Building a “No Regrets” Sales Culture
Mark Twain once said, “Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did so.” That quote is about living a “no regrets” life. No regrets...
View ArticleWhen a Sales Qualification Tool Isn’t Enough
What would you say if I told you Formula 1 drivers train by driving down the track, looking exclusively in the rear-view mirror? Or what if I told you the most successful NFL football teams spend 90%...
View ArticleTen Tried & Tested Tactics to Improve Your Cross Selling
Cross-selling – selling similar or related products that complement those that existing customers already have – is one of the most successful sales strategies available. McKinsey research shows that...
View ArticleBest Practices for Prospecting in 2024
Between Christmas and New Year’s Day, I have a little tradition. I go through my inbox and unsubscribe from all the irrelevant marketing lists I’ve wound up on over the year. Sure, that 15% off coupon...
View ArticleHow Sales Managers Get Set Up To Fail
Podcast In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers....
View Article2024 Predictions Outlook: Sales Professionals Embrace AI Technology
The New Year symbolizes a clean slate, and January is the ideal time for sales professionals to dust off 2023 and kick off their sales priorities for Q1 with a renewed vigor. At the forefront of 2024...
View Article(4:11 Video) “Developing Emotional Intelligence Skills for Sales Leaders.”
In this 4:11 video, learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health...
View ArticleHow to Make a Better First Impression With New Clients
If you want to win more sales and create longer-lasting professional relationships, it’s important to make a better first impression with your clients. A better first impression is going to set the...
View ArticleStrategy is Sexy, Execution Sucks
Podcast In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. While strategy formulation is fun and creative, execution requires...
View ArticleThe Art of Getting Buy-In: A Journey of Vision and Transformation
In this blog, we showcase a recent Sales Leadership Awakening podcast episode where Steven Rosen and I interviewed Keith Rzucildo. He is Vice President of Sales at Miller Electric and a seasoned leader...
View ArticleTargeting That Blows Your Targets Away
Helen Fanucci, a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales,...
View ArticleSales Process for the Anti-Sales Process Crowd
Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. I’ll repeat the...
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