How to Precisely Define Your Target Client
I’ve noticed something interesting about small-to-medium businesses across industries: Many are not very specific when describing their target client. This is a major sales roadblock, especially for B2B companies. You [...]
How the Right Value Proposition Removes Obstacles to Growth
Obstacles to growing a business are not always monetary. Issues that restrict a company’s ability to grow are sometimes related to the wrong value proposition (i.e., focusing on your business [...]
Murphy’s (Sales) Law: Everything That Can Go Wrong with Sales Performance, Will
Starting a company is hard work. Keeping it running properly is even harder. You live your life in a swirl of competing priorities; on any given day, you’re likely to [...]
5 Ways to Guarantee Your Best Sales Start to 2020
Depending on when you're reading this, there are limited business days left in 2019. Wouldn’t it be great to use that time to help your company get a fast start [...]
How to Meet Your Sales Targets Before the End of the Year
Anytime you’re in the game with the clock running down, strategy matters. With only about 40 business days left in 2019, you may not have time to run the full [...]
Top 10 Reasons Why Sales Don’t Increase as Planned – Reason #8
Reason #8 – Lack of a Defined Sales Process Are you struggling to get some consistency to your sales results? Is it difficult to predict with any certainty when deals [...]
Top 10 reasons why sales don’t increase as planned…Reason #9
Reason #9 -- Performance reviews either don’t occur, or are ineffective. What to do? Ah, the dreaded 'annual appraisal.' Can't find too many people who really love them, can you? Even [...]
10 Important Words – For Anytime
My friend Angie Segal, an ActionCOACH in Maryland, sent these to me in her recent newsletter. With her permission, I share them with you as valuable insights for strengthening your [...]
Top 10 reasons why sales don’t increase as planned… Reason #10
Reason #10 -- Sales training can be ineffective, despite it all. So how does one actually get better? Don't bother with training if you don't have a plan to reinforce what [...]
“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.”