How to Become a Purpose-Driven Leader
As more organizations embrace a societal purpose, people at the top need to understand how to become effective purpose-driven leaders.
Back to Basics: Tips to Help Struggling Sales Reps
It’s common for sales professionals – both new and seasoned veterans - to run into bumps in the road from time to time that results in a struggle to achieve sales goals. Changing market conditions, taking on a new territory, loss of “that big deal” they invested lots of time into, and a variety of other causes can all be contributing factors to missed sales goals. Whatever the reason, Owners and Sales Leaders need to find ways to positively support their struggling sales reps to help them get them back on the right track.
Make Your Sales Team Thrive: The Importance of Adapting to Virtual Selling
Did you know virtual selling has been in the making for 94-years with the first video call dating back to 1927? Talk about it taking a while for technology to catch on! Learn more about the interesting start to video calls below. The video call has come a long way to become a regular part of consumer mainstream technology over the last few years. But, over the past year, the COVID-19 pandemic pushed the corporate world much faster into using video conference calls as a virtual selling platform and for day-to-day customer interaction. This idea brings to mind the old phrase, "It's nice to put a face with the name." There is a lot of psychology that goes into how a relationship develops because of the connection in seeing and "knowing" someone's face and being able to read and react to their body language. There is a certain rapport and trust that is built. Today, the video call is a differentiator attributed to sales success.
How to Better Integrate B2B Sales and Marketing to Acquire New Clients
The better you integrate B2B sales and marketing the more new clients you'll acquire. Consistent messaging, promoting product value, and creating common goals across sales and marketing departments will help increase new clients.
Review, Refine and Reboot Your Sales Plan
As we round the corner to the last few weeks of Q1, it is the ideal time for Owners and Sales Leaders to assess how well the strategies and tactics in their sales plans are playing out. This is especially important this year as we monitor how various industries are rebounding from the pandemic, and how some are likely to remain constricted.
The Benefits of Hiring a Fractional Sales Leader
I don’t think that anyone will argue that building and growing a business is a difficult task. Plain and simple, the process, speed, and expectations of cultivating a profitable and successful company are forever evolving. The advanced demands in today’s world have proven to be problematic for business owners. It commonly puts them in a position of having to lead without proper experience, knowledge, or focus, making it increasingly difficult to function at peak level across all departments.
Finding the Right Leadership Team Is the Biggest Barrier to Achieving Business Goals
One month ago, we asked business owners to take our survey, “What inspired you to start your business?” This was a challenge to you to go back to basics and [...]
The Art of Sales Compensation
A sales compensation plan is an important factor in your company’s ability to attract, recruit, and retain a sales team that produces results. While a sales compensation plan is a [...]
The Sales Plan: A Roadmap to Reach Your Goals
Getting off on the right foot in a new fiscal year starts with having a solid sales plan in place. Rather than counting on your salespeople to instinctively know the [...]
How Much Do You Know About Onboarding? Setting Your New Hire Up for Success
You have just hired an A-Player for your sales team – someone you’re looking to perform at a high level and crush your company goals. Are you assuming your newest [...]
What Inspired You to Start Your Business?
A lot of people are challenging their business assumptions right now. After nearly a year of coronavirus lockdown and continuous pivoting to stay viable, how in the world do you [...]
How Much Do You Know About Sales Hiring? Three Steps to Hiring A-Players for Your Business
If you’re looking to add a top sales performer to your team that has the skills, knowledge, leadership, drive, values, and forward-thinking to help take your business to the next [...]
“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.”