How to Fire an Employee Without Losing Customers

Firing an employee is never fun, but firing a salesperson or account manager can be even harder. There’s always a risk that you’ll lose prospects or customers. Here are 8 simple steps for how to fire an employee without losing key relationships. Know when it’s time to let someone go. One important thing to realize [...]

By | 2016-11-08T09:46:40+00:00 November 8th, 2016|Sales Leaders|0 Comments

Why Your Salespeople Should Team Up with Your Content Marketing Team

Content marketing. It’s all about “team” marketing, right? Wrong. We believe that sales should be involved in the content marketing efforts at your organization also. Now, before anybody panics and screams “my salespeople don’t know how to write!” Or “but that’s marketing’s job” or “my salespeople don’t have time for this,” hear me out. Teaming [...]

By | 2016-11-04T10:47:42+00:00 November 3rd, 2016|Sales Leaders|0 Comments

It’s NOT About a Demo! How to Sell Through Conversation

Guess what? A demo does not help your pipeline grow! Picture this: you start a new job and you want to kick ass. So, the first thing you do is make sure you know the product you are selling inside and out. This way, you can give a great product demo and get some sales [...]

By | 2016-10-27T09:35:02+00:00 October 27th, 2016|Sales Success|0 Comments

6 Prospecting Tips to Finish the Year Out Strong

Here we are in Q4… it’s time to roll out some prospecting tips to finish out the year strong! That’s right! We’ve been talking to lots of salespeople and sales managers lately about their goals. Salespeople are concerned about making quota in the fourth quarter. And guess what? Sales managers are too! Then again, who [...]

By | 2016-10-20T11:58:34+00:00 October 25th, 2016|Sales Leaders, Sales Success|0 Comments

Innovation Quotes for Sales Leadership Success

As a sales leader, I'm sure you frequently look for different ways to motivate yourself and your team. Quotes from thought leaders, such as these innovation quotes, are a sure-fire way to get the gears in motion. Innovation is what sets one company or salesperson from another. Failure to innovate is a failure to differentiate. [...]

By | 2016-12-12T13:34:38+00:00 October 18th, 2016|Sales Success|4 Comments

Boost Sales by Emulating The Best of the Best

When strategizing how to boost sales, it’s important to remember that success in any form doesn’t come without hours of tireless work. Especially success in sales. So how do you differentiate yourself in the highly competitive marketplace of salespeople? How do you stand out from the pack? Here are some sales tips to boost sales [...]

By | 2016-12-12T13:24:28+00:00 October 6th, 2016|Sales Success|6 Comments

12 Signs Your Sales Training Program Is Failing – and How to Avoid It

Have you ever implemented a sales training program and been disappointed with the results? Maybe it looked something like this: Symptoms of a Failing Sales Training Program The purpose of the sales training program is unclear, either to management or to participants (or both). Some or all of the salespeople don’t believe they need sales [...]

By | 2016-10-04T11:51:09+00:00 October 4th, 2016|Sales Leaders|2 Comments

The Sales Methodology Every Sales Manager Should Adopt

As a sales manager, which sales methodology should you adopt (if any)? To start, there are a lot of sales methodologies out there. There’s The Challenger Sale, Meddic, Target Account Selling, Spin Selling, Solution Selling, and even our very own DEAL (plus a bunch more). With all of these methodologies, it can be confusing. Your [...]

By | 2016-12-04T16:12:09+00:00 September 29th, 2016|Sales Leaders, Sales Success|2 Comments

What’s the Best Sales Training? Sales Training You’re Open To!

Most salespeople dread sales training—even when the best sales training programs are right in front of them. However, I was never that person. I always looked forward to stepping out of my daily routine to have another person, outside of my company, re-invigorate and inspire me to be a better version of myself. As a [...]

By | 2016-12-05T15:15:50+00:00 September 27th, 2016|Sales Leaders, Sales Success|2 Comments

4 Factors in How to Define Expectations with Your Sales Team

Learning how to define expectations is one of the key responsibilities for any sales manager. But have you noticed that your various salespeople respond very differently when you set sales expectations? Some salespeople will see any expectation, whether an activity goal or a revenue quota, and do all they can to reach it. Others may [...]

By | 2017-02-23T14:53:17+00:00 September 15th, 2016|Sales Leaders|1 Comment