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Pipeline Stalled? Here’s How to Jumpstart New Leads

Pipeline Stalled? Here’s How to Jumpstart New Leads

Newsletter
Maintaining sales pipelines requires a significant amount of time and effort to establish channels of communication, generate relationships, and build trust. This is why it can be a very stressful experience when one of your channels slows or seemingly stops altogether. You may find yourself thinking, “what did I do wrong?” or “why aren’t these strategies working?” While there may be some factors at play that are out of your control, with a little digging, you can discover areas of your sales strategy that could use some improvement. Rest assured, once you determine what’s causing the hold-up and make the necessary changes, you can get your sales pipeline back up and running and jumpstart new leads. Determine the Cause Sales pipelines can slow for many different reasons, so your first…
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Reflections on 2023 and Expressing Gratitude

Reflections on 2023 and Expressing Gratitude

Newsletter
I’m sure you’ve heard by now that the sales landscape for companies of all sizes has undergone significant transformations over the past year. Quite frankly, it’s been head-spinning. AI assisted tools are helping salespeople find buyers who want and need what they have with more precision than ever before. Buyers are also much more sophisticated and informed as a result of having more information and control than ever before, making it crucial for sales teams to adapt their strategies accordingly.Now more than ever, an impactful and successful sales approach must strike a balance between technology and human expertise to drive sales success and propel businesses towards a prosperous 2024.Reflecting on AI in the Sales LandscapeOne of the key recent changes has been the refinement of AI assisted sales enablement tools. Bots…
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Client Retention Alert! Hold Your Annual Business Reviews Before the End of 2023

Client Retention Alert! Hold Your Annual Business Reviews Before the End of 2023

Uncategorized
Have you ever lost a client and it came completely out of the blue? I bet you weren’t holding annual business reviews with them. Annual business reviews (ABRs) are a great client retention tool. Why? They allow you to collect valuable feedback on what worked well and where you can improve going forward, gather intel on what’s going to be important to your clients in the next year, and uncover new opportunities to partner. Unmatched Benefits of Annual Business Reviews Annual business reviews are 1-2 hour meetings held once per year where you meet with key clients to discuss how they did in the previous year, their initiatives for the coming year, and how you can help them reach their goals. Unlike client satisfaction surveys, ABRs are usually well received…
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4th Quarter Push – End the Year Strong

4th Quarter Push – End the Year Strong

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If you operate on a calendar year, by this point you have a pretty good idea whether you’re likely to meet your sales and revenue targets for the year. You should have nine months of history and a sales pipeline that gives you visibility into the next several months of deals likely to close. If you are looking good, congratulations! However, some companies might be coming to the realization that they are facing quite the challenge of reaching their goals before year end. What do you do if you need a 4th quarter push? Here are some tried and true suggestions. Customer-Facing Year-End Strategies Review the opportunities in your pipeline and prioritize those that are the most likely to convert, even if the projected date is after the end of…
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Sales Training Programs – An Overview: Part 2

Sales Training Programs – An Overview: Part 2

Sales Training
In Part 1 of “Sales Training Programs – An Overview,” we delved into the evolving sales landscape and the pivotal role of training programs in fortifying your sales force for increased revenue generation. We took a look at one program, Dale Carnegie Training, great for building core sales skills. Expanding on this information, in Part 2 we are exploring three more distinct, high-impact training programs that hold the potential to arm your salespeople with indispensable skills for driving sales growth. Sandler Sales Training The Sandler Sales Training program emphasizes selling techniques that use persuasive selling to prioritize getting to the deal closure stage using a structured sales process. It provides training on active listening, effective questioning techniques, and creative, but structured, ways to deal with obstacles. Framework and Effectiveness: Follows…
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Sales Training Programs – An Overview: Part 1

Sales Training Programs – An Overview: Part 1

Sales Tips
By now you know that the sales landscape has undergone significant changes in recent years, driven first by the effects of COVID on normal business transactions and more recently by advancements in technology, changing buyer behavior, and an increased emphasis on customer-centric selling.  What has worked in the past may not work well or at all now. Are your salespeople prepared to make the adjustments they need to remain effective in their roles of driving your revenue generation engine forward?  Maybe it’s time to refresh their training to equip them with key new skills and techniques they need to be successful. Changes in the Sales Landscape Here are some of the notable changes in how to effectively sell today and the skills required: Shift from Transactional to Relationship-Based Selling: selling…
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What Is Sales and What Is Marketing?

What Is Sales and What Is Marketing?

Uncategorized
In my experience, it’s not uncommon for small to medium B2B clients to blur the line between sales and marketing. That’s understandable because many of these clients are often adding a traditional sales function to their businesses for the first time and have limited experience with both sales and marketing. They may have hired a salesperson or used a marketing company in the past, but now they are at a stage where they need to build a proactive sales approach that needs to be supported by a marketing strategy.  While it is important to have both, and both go hand-in-hand, sales and marketing are two distinct functions that play key roles in driving business growth and generating revenue. So, let’s explore what is sales and what is marketing. What Is…
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Think Like a Buyer: Shifting Perspectives for B2B Success

Think Like a Buyer: Shifting Perspectives for B2B Success

Sales Tips
After spending the first half of my career in sales and marketing, I went to work for one of my clients in purchasing. I thought it would be interesting to understand the other side of the desk. My experience in both selling and buying gave me a unique perspective in crafting deals that were a win-win for both the buyer and the seller. What I learned should be helpful to you, as well. How to Think Like a Buyer Every buyer is different, yet customers expect an easy buying experience that is tailored to their unique needs. According to Gartner research, 77% of B2B buyers said their last purchase was difficult. So how can you make their decision and the buying process easier? By shifting your perspective to think like…
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A Day In The Life of a Fractional Sales Leader

A Day In The Life of a Fractional Sales Leader

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 What is a Fractional Sales Leader? A sales expert who provides hands-on training, sales resources, and strategy to help your business drive sales. If you’ve never worked with a Fractional Leader – financial, HR, sales, etc. – you may not know what to expect. I find it helpful to outline what to expect when working with new clients.  The Role of a Fractional Sales Leader When I join a client’s team as their Fractional VP of Sales, I immediately become a part of the leadership team, responsible for developing and executing the sales strategy and holding the sales team accountable for getting the desired results. This includes:Attending leadership meetings.Holding 1:1s with sales team members.Creating and achieving quarterly rocks, or objectives.Creating individual sales plans with each team member.Ensuring there is a…
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How You Can Benefit from Our Sales Priority Audit

How You Can Benefit from Our Sales Priority Audit

Sales Tips
There are natural cycles of growth and plateaus that companies experience as they mature and move through the identified stages of business growth, which are start up, growth, maturity, and renewal or decline. Although the plateaus are alarming when they happen, they are a clear signal that the company leadership needs to do something differently to continue to grow.When sales stall during a plateau, it’s often difficult and frustrating to identify what changed and how to fix it. Sometimes, the changes are external, like new competition or disrupting innovation. Sometimes the changes are internal, like ineffective salespeople or a lack of accountability.So, we created the Sales Priority Audit to help companies identify the top 3 actions they need to take to jumpstart their revenues. It’s a quick and easy way…
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