Optimizing Sales Hiring Effectiveness. Read the Article presented by CSO Insights that discusses the challenge in hiring the right person for your sales team. It looks at the type of Process you employ and factors in the type of Relationships you develop with your prospects. Take a minute to download [...]
There are two (2) things that, in my experience, are imperative to having a truly dynamic Sales Group. Sales Process & Sales Coaching. You must know where you are and where you are going with each and every prospect. If the sales process is aligned with the prospects buying process and is [...]
I recently attended a webinar entitled “How Your Value is Critical to Creating Value”. It was a very interesting topic and runs in parallel with the work that I do with SMART Conversations. We’ve all heard that after food, shelter and sleep, the most fundemental human need is to feel [...]
Sales Leader Jonathan Farrington cited recently published research that discovered that the average tenure of a Sales Manager is now just 18 months. More organizations are recognizing that top sales professionals need expert coaching support from their managers to improve their performance and to truely excel at their skill. So, [...]
I recently read an article in Fortune magazine that discussed “Creating Connections” with employees. It really follows some of the the 5 Principles of SMART Conversations and the work that I am passionate about. Bonding with your employees doesn’t just mean a fun, better place to work. It leads to [...]
Start by focusing on what needs your target demographic group have in common and be clear and concise. What do they all want that your business can provide? What is important to them? The purpose of your value proposition is to identify and satisfy an unmet need that your target [...]
I recently read an article about Peter Drucker and A.G. Lafley being curious and how it has led to some amazing insights. Their advice is to decide to learn something new without anyone asking you to. Karen Dillon, Editor of Harvard Business Review has “covered many entrepreneurs and many of the [...]