by Eric Morse September 9, 2020

The 5 C’s of COVID-19 for Sales Leaders

COVID-19 has had drastic effects on many companies unequipped for a radical shift in how customers do business.  The good news is, there is still money to be made, and those able to pivot in new directions can still achieve sales success. Sales leaders are advised to follow the five C’s of COVID-19 in order to effectively lead their teams, retain and gain customers, and reach their goals in unprecedented times. 

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by Ron Strandin February 19, 2020

3 Ways to Increase Sales Velocity

Velocity, Speed.  Take any object and make it go faster and it will have more force.  Take any Sales Team and make it go faster and you will sell more.

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by Ron Strandin February 5, 2020

Taming the Sales Forecasting Challenge – Funnel Reviews for Executives

Being in sales requires being an optimist.  Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing.  Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.

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by Ron Strandin January 29, 2020

Sales as an Art...Sales as a Process

As CEO, revenue is always on your mind.  As your company grew you have seen some great salespeople.  They were critically important in the early days and now it’s tough to find more like them.  Stop looking!  Building a consistent, highly performing sales organization is more about processes and management than it is finding the next superstar salesperson.

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by Ron Strandin January 22, 2020

Marketing Coverage Strategy and Models

Finding new clients is essential to growing your business, so finding them must be a high priority.  Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects. 

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by Mark Beckstrom January 21, 2020

Why Everyone Has a Stake in Lead Generation

Wouldn’t it be nice if you were fed a continuous diet of qualified leads?  How much more productive you could be if all you had to do was close deals all day.  Imagine the volume!  Imagine the bonus! Imagine is right.

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by Ron Strandin January 17, 2020

If You Get One Thing Right, Make It Your Value Proposition

When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.

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by Gerard Sternesky June 5, 2019

Three Kinds of Lies

A sales leader shared his frustrations during a recent meeting.  “Our metrics are all on track,” he said.  “We made a huge push last year and we’ve finally gotten the reps to enter data into the CRM consistently.  We created a bunch of dashboards, and these all show the reps are consistently meeting their targets for phone calls placed, emails sent, and meetings conducted.  Our sales funnels look stronger than ever, and yet, a full year later, we’re not seeing any noticeable sales increase over prior periods.”    

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by Gerard Sternesky April 23, 2019

Want Forecast Accuracy? Get to Know Your Sales Forecasting Process (pt. 4)

In this fourth and final installment in our series on forecast accuracy, we’ll examine the forecast process itself to identify ways in which that process can foster - or hinder - forecast accuracy.   

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by Gerard Sternesky April 16, 2019

Want Forecast Accuracy? Get to Know Your Sales Information System (pt. 3)

In part 1 and part 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.  In this part, we’ll discuss how to set-up your sales information system in a way that promotes forecast accuracy.

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