If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The answer is simple… No. CRM effectiveness remains a problem across … Continue reading “Can a CRM Really Fix My Sales Team?”
Recently I found myself in a small group of business leaders who confided in me that they were having trouble relating to some of the younger generation members on their sales teams. They were acknowledging that the values within their diverse teams simply weren’t aligned like they once were. There was no question that they … Continue reading “Converging Generations in Your Sales Team”
Lead generation and its correlating sales activities is at the core of my Fractional Sales Leadership practice. I encounter questions about this subject from business owners and top executives regularly. I began covering this hot topic in a previous blog. To review, lead generation should be an ongoing activity, no matter what your sales results … Continue reading “How Do I Engage Sales in Lead Generation?”
In the sales world, lead generation should remain a consistent focus. Whether your company is facing good times or bad, a strong lead generation strategy and execution plan is key to maintaining a healthy sales pipeline which ensures you’ll meet your long-term revenue goals. The integration of marketing and sales functions is essential in today’s … Continue reading “How Do I Generate More Qualified Leads?”
Many small and medium-sized business owners can have great frustration over their sales results. When they learn about a sales builder who can help, like myself, they are curious to learn more. During our initial conversation they often have the following two reactions. First, they recognize that my diagnosis of what’s causing their sales to … Continue reading “How Does a Fractional VP Sales Make an Impact?”
Updated: January 2025 We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest. But then, as the sales cycle progresses, there’s a noticeable shift in buyer engagement, leaving your seller baffled about … Continue reading “Does Your Sales Process Generate Predictable Results? ”
Your company has revenue goals to hit. Each person on your sales team has a quota to hit. There are a lot of moving parts to keep track of. If you’re still manually tracking sales activity, you’re probably investing a large amount of your time and generating sub-par visibility. The small and mid-sized companies I … Continue reading “Does Your Sales Dashboard Provide Powerful Insight?”
In 2020, the economy was rolling along until the pandemic brought the entire world to a halt. Demand quickly plummeted as people were quarantined at home and many workplaces rapidly transitioned to remote work. Now, as things seem to be returning to “normal”, many industries have seen their sales numbers recover. I am no economist, … Continue reading “5 Keys to Leading Sales During Uncertain Times”
The million-dollar question for every business usually revolves around time. Can my current sales team build and close enough sales pipeline to meet our growth goals this year? If not, how long will it take me to diagnose and fix the problems hindering their success? It’s usually this challenge that drives the typical small to … Continue reading “How Much of My Time Is Needed If I Hire a Fractional Sales Leader?”
Are you wondering why your networking efforts aren’t producing leads? Have you made the personal investment in attending networking events, and holding follow-up 1:1’s, but you can’t quite seem to create productive business relationships? If that sounds familiar, you are certainly not alone. I’ve built my business largely through referrals, but it didn’t start that … Continue reading “Is the Time You Spend Networking Paying Off?”