Selling a Service? Here’s How to Script Your Sales Plan

If your company is selling a service rather than a tangible product, chances are you’ve run up against some challenges. Some of the more common problems we’ve heard from our clients’ prospects and customers that are selling a service include: Lack of clarity – prospects don’t understand how the process works and don’t have a [...]

By | 2017-10-30T16:17:52+00:00 October 31st, 2017|Sales Leaders, Sales Success|0 Comments

3 Sales Analytics Every Sales Manager Should Pay Attention To

As a sales manager, you’re likely wondering which sales analytics you should be paying attention to. And while there are many KPI (Key Performance Indicator) options out there, many of them won’t help you or your salespeople. That’s why I decided to take a step back this week and look at what’s really important when [...]

By | 2017-10-25T10:01:51+00:00 October 24th, 2017|Sales Leaders|0 Comments

Sales Manager Training for the Best of the Best

If you plan on being an accountant, lawyer, or doctor, you’re going to get certified after taking some intense courses. There are few, if any, accredited sales manager certifications. Nope! Being a sales manager is mostly learned on the job. When you have the opportunity to get good sales manager training, pick wisely! Approach sales manager [...]

By | 2017-07-05T17:40:31+00:00 May 11th, 2017|Sales Leaders|0 Comments

Start with Why! Emotional Selling & the Philosophy & Mechanics Behind It

Start with why. If you haven’t watched Simon Sinek’s TED Talk or read his book Start with Why: How Great Leaders Inspire Everyone to Take Action, the above sentence might not mean very much. But boy, does it have meaning! Here… catch up quickly. Start with Why: How Great Leaders Inspire Action Does start with [...]

By | 2017-07-13T14:05:38+00:00 December 1st, 2016|Sales Leaders, Sales Success|2 Comments

Bring in the Referee! Here’s When to Hire a Sales Trainer

Considering hiring a sales trainer? Wondering if your sales team would benefit from a sales trainer or consulting firm? As a CEO or Sales Manager, you’ve likely mulled over this idea quite a bit. At times, you’ve probably felt both excited and terrified about this idea at the same time. On the one hand, brining [...]

By | 2016-10-17T16:47:28+00:00 September 20th, 2016|Sales Leaders|0 Comments

10 Sales Best Practices Worth Sharing with Your Team

Does your team share sales best practices? Or do they like to keep all their “secret” sales strategies for themselves? Here at CFS, we are big promoters of sharing sales best practices. We believe that when top performers share, the whole team wins. Here is what Charles Bernard, our CEO, has to say about sharing [...]

By | 2017-07-17T11:50:27+00:00 August 25th, 2016|Sales Leaders|5 Comments

Making Deals When the Sale Goes Sideways

Making deals is tough work. I get very frustrated when prospective clients put me off or go radio silent. In my opinion, here are a few of the most common reasons why: The prospect over-committed. They thought it was a good idea to reach out for help at a time when they were particularly overwhelmed, [...]

By | 2016-10-17T16:47:42+00:00 August 18th, 2016|Sales Success|1 Comment

Marketing and Sales Integration: How to Create a Dynamic Duo

As a sales manager, you likely understand the importance and value of marketing and sales integration. Unfortunately, marketing and sales teams often don’t recognize how much stronger they can each be when they work together. While sales departments typically claim short-term and immediate opportunities as their own, marketing tends to focus on long-term or objective [...]

By | 2016-10-17T16:31:05+00:00 April 28th, 2016|Sales Leaders|1 Comment

Sales Prospecting to Win: How to Work Only the Best Leads

A lot of salespeople tend to glaze over sales prospecting. After all, selling is the fun part, right? If you’re a sales manager, this probably drives you nuts. After years in the industry, you’ve likely discovered that quality leads equal winning leads. And I’d venture to bet that if given the choice: You’d rather your [...]

By | 2016-10-17T16:31:15+00:00 April 7th, 2016|Sales Leaders|1 Comment

How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?! No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a [...]

By | 2017-06-13T17:08:44+00:00 March 8th, 2016|Sales Leaders, Sales Success|7 Comments