Get Lean and Mean, and Bigger, Stronger, Faster, Too

Get Lean and Mean, and Bigger, Stronger, Faster, Too

It’s official. We are in a recession, so business leaders need to be lean and mean. Sometimes that means making cuts: Maybe expenses, maybe headcount.

If it’s the latter, be especially aware. When leaders consider reducing headcount in their sales force, too often they hang onto the veterans who manage the largest accounts or who are responsible for the biggest book of business. And, unfortunately, they all too frequently cut the sellers who too new to have proven themselves.

Is It the Best Strategy?

Well, if the business owner only cares about maintaining the existing client base, maybe. But, if they are truly […]

Peddler, Pal or Peer?

Peddler, Pal or Peer?

Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? Don’t know? Then they probably think they are Peddlers or at best Pals. Here’s how these three categories are defined.

Peddler: The person who hawks his wares. The peddler is basically just a conduit to a product or service. They are focused on “making the sale” not on anything the client cares about. They are concerned more with what they themselves want and need (the sale) and not outwardly on the customer. Peddlers don’t provide much value so […]

10 Tips for “Non-Sucky” Remote Sales Meetings

10 Tips for “Non-Sucky” Remote Sales Meetings

 

Even before the virus hit, we witnessed many leaders struggle to have engaging sales meetings that actually improved sales. Now with most sales teams operating remotely, the situation likely hasn’t improved. Working apart, it’s easy to let these meetings slide and not conduct them at all, or just slip into bad habits and have boring, time-wasting ones. So here are ten suggestions to help sales leaders effortlessly conduct better remote sales meetings. And many of these principles can be applied when everyone is back together.

Cameras on. Everyone – no excuses. Since there is no longer “water cooler” conversation it is […]