Here is a comprehensive list I’ve used to develop my sales teams: Prospecting Outbound Calling Skills Email Prospecting Inbound Lead Prospecting Capitalizing on peak selling time and knowing the peak times Understands key prospecting insights Prospecting into inbound leads Developing Multi-touch & Multi-channel prospecting cadence Effective LinkedIn…
Planning & Developing a Sales Strategy
In a prior article, I wrote about what companies should include in a Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft…
Sales Effectiveness & Growth Drivers
The sales function at any company is very complex. A successful sales organization is the result of many variegated factors which are directly affected and also indirectly influenced by the sales leaders of those organization (i.e. a EVP or VP of Sales or the CRO – the executive…
Consulting on Business Performance Through Sales & Marketing Improvements
We’re focused on improving your company’s overall business performance through sales and marketing improvements. This includes customer insights, sales strategy, GTM, operations and even technology enablement. Together, we will develop strategies and then implement them to help you grow your revenue and expand your market share efficiently and…
Summary – How to Audit Your Sales Capability & Strength
Our expertise is in problem-solving and troubleshooting your sales growth to identify the key growth levers and accelerate value-creation. We leverage years of experience combined with emerging best practices to deliver optimal performance to help you attain and outperform your sales targets. We also have had a broad…
The 3x Sales Pipeline Coverage Ratio Is Wrong
Some CROs / VPs of Sales (typically with lack of experience) tell their teams that to have 3x in the Pipeline (in terms of $ value) or 3x of the quota target / sales bookings goal. But this is a mistake. It’s not only a generalized way of…
When Sales Managers Should Inspect Opportunities – Early in the Process vs. Later Towards the Finish Line
When should sales managers focus on inspecting Opps during the Pipeline Review – higher up in the funnel (i.e. early) or later? Most sales managers engage later in the process when there is some problem with an Opportunity but by that point it’s too late. It’s natural to…
Sales Management: What is a Higher Priority, Good Sales Managers or Good Sales Reps?
If you could only choose one for your company, would you hire the a) top sales management or b) top salespeople? This questions puzzles a lot of folks. And the answer I hear most often is that having better sales reps is of a higher value to a…
CRO & Q4 Readiness – Q3 is Over & Quick Check on “Execution vs Plan”
Q3 just ended. It’s the right time for a quick check-up. A CRO or a VP of Sales must do this quick-check of your sales health regularly and especially when any quarter ends. This is critical to understand if you need to course-correct for the new quarter. Let’s…
Sales Management: 6 Levers for Managing Sales Professionals
During a conversation with a company I advise, we were discussing coaching and compensation for the sales team. This compelled me to share that those 2 are the fundamental levers for managing your sales professionals. And I found that there are 6 “levers” in total that a VP…