Category: Newsletter

It’s a fact – salespeople can be hard to manage. If you know me, you know I like to say that they are a unique combination of independent and needy. This drives some management types crazy.Being a highly effective sales manager is a tough job. How do you know if you or your sales manager are effective? Great sales managers thrive on getting results via other people – their sales team members. They know how to motivate their team and get out of their way.For those who haven’t cracked that code yet, in this blog I’ll outline how to get the most out of your sales team with a proven management process and cadence. I’ll also review why being or having a highly effective sales manager is critical to achieving…

The dreaded proposal black hole! You have a good conversation with somebody interested in what you do and perhaps you have shared a presentation or a demo with them to take a deeper dive. They seem interested and you are excited about moving them to the next step – your proposal. You and your team invest time to create a proposal that restates their problem and how you can fix it. Anxious to get it in their hands, you send the proposal via email and then you…. wait. And wait. And wait. We’ve all experienced the dreaded proposal black hole. Sometimes, there’s no way around it. But usually, there are valid reasons why deals get stuck at the proposal stage.   Why Deals Get Stuck For starters, communicating such important…

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…

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…