Gaining a Competitive Advantage in the New B2B Buyer Funnel
Before business prospects make a purchasing decision, they embark on a business-to-business (B2B) “buyer’s journey” that places them squarely into the seller’s “buyer funnel.” For many years, this journey was [...]
How Can I Build an Accountable Sales Culture?
A sales team can learn a lot from a championship sports team. An organization sets their sights on the prize and finds the right people to guide them there. The [...]
Four Essential Elements to Include in Your Sales Action Plan to Increase Sales
Do you have a “sales action plan?” If not, or if you don’t fully understand the difference between a sales plan and a sales action plan, here are some essential insights [...]
How Do I Know if I Have the Right Salespeople?
Your industry is booming but is your revenue growing enough to hit your goals? You’ve been questioning for quite some time whether you have the right salespeople in place [...]
Can Fractional Sales Leadership Help Me Get Ahead?
Fractional leadership is the practice of using an external, well-versed expert (also known as a C-level executive) to fill leadership gaps in your business on an interim, part-time basis. The [...]
Why Can’t I Find the Right Salespeople?
It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you -- and you have this uneasy feeling that [...]
Ten Strategies to Use When Your Competitor Lowers Their Price
Few things strike such fear into sales professionals as when a competitor lowers prices. The knee-jerk reaction is to go toe-to-toe and price match. But this strategy is ultimately a zero-sum game; as prices drop and your solution becomes seen only as a commodity, it becomes harder to compete and harder to sustain profit margins.
5 Things to Do to Get Ready to Sell Your Small Business
Successfully plan your exit strategy with these 5 things to do to get ready to sell your small business.
Are We Setting Business Goals All Wrong?
Set bigger goals for your leadership and sales teams. Why not reach for 10X your typical business goals?
Do You Have a Sales Pipeline or a Pipedream in Your Organization?
In recent blogs I've been writing a lot about the evolving market because it's especially important in these conditions to have robust processes that lend confidence and set you up for success. When designed and operated properly, your Sales Pipeline is another key tool to serve in this purpose; a proxy to identify what's going well and what's not going well with your business.
Sales Leadership Impact on Your Business: The Right Skills And Activities to Drive Growth
It’s no secret that the sales team is an instrumental piece within an organization. That team requires a strong Sales Leader in order to continually deliver on sales goals to keep the company moving forward. But it’s important to keep in mind that while a team member may be a strong salesperson, that doesn’t mean their skills will translate into them being a strong Sales Leader.
Mid-Year Review: Collaborate to Accelerate Your Business
The Covid-19 pandemic dealt everyone a tough 2020, and perhaps now you’re starting to notice some momentum as the economy starts to re-open. Maybe you’re thinking, “we’re seeing a light at the end of the tunnel; let’s just keep doing what we’re doing,” but if the pandemic has taught us anything, it’s that the strategy set six months ago may no longer be applicable.
“Chris helped eTERA design and implement a customized sales playbook to help us grow our business effectively. His thorough analysis of our sales processes, incentive programs, sales coverage strategies, and hiring practices has laid the groundwork for our future growth plans.”
“Chris developed our sales compensation strategy, helped us find marketing and lead generation service providers, documented our sales process and wove it into Salesforce.com, and hired and managed our first two sales people. He was a tremendous asset to Orderhouse.”
“Chris’s extensive senior sales leadership background was particularly instrumental as we grew our salesforce and developed sales managers, while launching new product offerings for our customer base. Chris was able to be strategic, but at the same time roll up his sleeves and be hands-on as is often necessary in an entrepreneurial organization.”
“Chris is a world-class sales leader. His expertise includes both commercial and government markets, both in the US and globally. He is a strong people leader who was instrumental in the successful integration of DigitalGlobe and GeoEye.”
“Chris is an outstanding sales executive who not only understands the need for strong business results, but also possesses the business knowledge, management and interpersonal skills necessary to produce those strong results consistently.”
“It was a relief to have a sales professional with a big picture mindset in my C suite. He facilitated significant breakthrough for our firm. In addition, Chris tailored his program to match our timing and budget. I am thankful for his expertise. In addition, we have developed a friendship – what could be better than that?”
“I initially engaged Chris to help us with our sales strategy, but he also helped us identify other holes in our overall business plan that we needed to address. He went a step further to find companies who could deliver what we needed, and they did. What sets Chris apart from other sales executives is his authenticity and genuine desire to provide value in helping you achieve your sales goals.”