Sell More Using Buyer-Focused Sales Stages

By | April 25, 2018

If you’re a B2B sales professional, you’ve undoubtedly established or been introduced to a traditional CRM process likely following these four stages: qualifying the prospect, presenting a solution, establishing fit, and then closing the deal. These opportunity stages have been a staple for years and are taken for granted as the seller’s stages to track… Read More »

When to make the “Inside Out or Outside In?” decision

By | March 29, 2018

When should a revenue executive break tradition and habit to look for an outside expert to develop new or improved sales strategy and validation? When a Fortune 500 company faces big challenges and change, the answer is “Often” and they seek big consulting to help outline the solution. They can afford the expense and understand… Read More »

The Single New Year’s Resolution You Must Keep!

By | January 25, 2018

This is time of the year where people either make their New Year’s resolutions, or not… Regardless, if you are growth oriented, here is one that you MUST make and keep: Get up close and personal with your sales funnel. Why is this important? What’s in it for you?  In a nutshell, when you comprehensively… Read More »

Hiring the Right Sales Leader(ship)

By | December 14, 2017

After the CEO, the next critical hire in an earlier stage company is the sales leader. Making a right hire at the right time enables a company to optimize top line revenue. Failing to make a stage appropriate decision or making a wrong hire can be devastating. Hiring the right sales leader is consistently rated… Read More »

Lessons learned from failed 2nd Product Launches

By | August 24, 2017

Everyone knows the difficulty in launching  a company with a new product. Just reflect on the total time and resource expended between the initial idea and the eventual happy customers.  It was likely an all company, all levels, all energy effort, and a 100% focused mission to align investors, product, marketing and sales groups around… Read More »

The 4 Sales Planning Components to Drive Explosive Growth

By | July 27, 2017

As the saying goes, failing to plan is planning to fail. And, in the language of selling: Revenue Production = Strategy x Execution. Just as very few companies succeed without a strategy, very few scalable sales efforts will survive without one. When asked what a Sales Strategy or Sales Planning Methodology is, we often reply… Read More »

Which Is Your Most Important Sales Pipeline?

By | June 22, 2017

Which pipeline is most important? Your prospect pipeline is not your most important. And, your customer expansion and renewal pipelines are not your most important either. The most important pipeline to manage as a sales leader is your “people” pipeline. Both prospective and current.  Sound a lot like your prospect and customer pipeline?  Well it… Read More »

Process over Intuition: Wins 2:1

By | May 16, 2017

Want a winning sales strategy? This post discusses following what works, versus following your “gut”. The key to a successful B2B business is the discipline of an effective sales process that replicates success. A core theme of Jim Hayden’s and his book (….The Art of the Selling Conversation) is the choreography around the selling conversation and building that into a disciplined process which the Sandler Institute … Read More >>

Revenue Summit 2017 and the ABM Movement

By | April 19, 2017

Revenue Summit 2017 was a 3-day conference where leading Sales and Marketing pundits, vendors and leaders came together to discuss the latest B2B tips and tricks for finding and closing new customers.  While all the usual topics and buzz words were on the agenda, the resounding theme was all about Account Based Marketing. The goal… Read More »

5 Steps to Fostering Sales-Marketing Alignment

By | March 23, 2017

Startlingly, your customers have typically gathered 70% of their information about you and your product or service before they ever engage with you. Although the responsibilities of both marketing and sales divisions have evolved significantly to respond to the correspondingly increasing need for quality product and service data, I’ve found that, within many organizations, these… Read More »