Sales Methodologies Are All Wrong

Sales methodologies are a great thing and come and go in popularity.  Certainly, their structure and steps enable you to train a sales team and band them together around a common terminology and process. But none of them fit perfectly and trying to pound a square opportunity into a round hole can be ... [Continue Reading]

Relationships Matter

Paradoxically, the web and all the information, tools and insights associated with it, has made relationships more, not less important than ever. Your sales team needs to be adept and initiating and growing connections with prospects. ... [Continue Reading]

Checklists

I like to use a Google sheet to track items at recurring meeting - e.g. a weekly sales meeting. As you cover each item, you note what you've done. You can rank items and sort them each week, and add a new column for each new week so that you never erase notes you've made and have a running history ... [Continue Reading]

The Sales Continuum – From Concept to Commodity

Most sales take place along a continuum, with high concept "This solves a problem you didn't even know you have" to commodities, the latter being well known by the prospect and most of the sale focused on need, price and terms.     ... [Continue Reading]

Calling Metrics

As you scale your sales team, consider tracking only two calling metrics for your inside sales team: outbound call volume and average call duration. This can be done through most VOIP phone systems. ... [Continue Reading]

Forecasting

Forecasting is more art than science, start simple: Salesforce's forecasting tool is, remarkably, pretty straightforward to use. ... [Continue Reading]

Most Marketing Content Sucks

The way marketers write is frequently offputting for the target audience.  Be honest - how much of the content you see in your LinkedIn feeds is worth readaing?  Almost none. ... [Continue Reading]

Market Sizing For the Early Stage Company

Developing credible market sizing is important for your investors, your plans and your sanity (You want to have a good sense of the market you are attacking and manage your own expectations about the same.) There are three ways to do this, which I will describe here, from least to most granular ... [Continue Reading]

Identifying Your Target Verticals

You'll be tempted to chase a bunch of verticals. Do not do this: focus on one or two. More than this, and your sales team will lose its focus. If a vertical is big, you should focus geographically, starting in your own backyard. That way, you can set up a live meeting if you need to without having ... [Continue Reading]

Sales 3.0 – Plus Ca Change…..

 "plus ça change, plus c'est la même chose." ("the more things change, the more they stay the same.) - Jean Baptiste Alphonse Karr Everything about B2B sales have changed in the last 10 years. In some ways, the process is returning to its 20th century roots.  In fact, in some ways, the more things ... [Continue Reading]