Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

Motivation Mistakes Most Managers Make

Motivation Mistakes Most Managers Make

So, it’s a new year and once again we get to start with a fresh slate. Time to hit it hard and generate some new business. As a manager, you probably wrapped up last year with an assessment of your sales team’s effectiveness, likely calculating and paying out commissions for the team’s effort. Invariably, there were some stars, some duds and some so-so performers in your group.

Money Isn’t Always Motivating

As you plan for 2017 and where you will spend your effort, I’d like to suggest you spend a little energy tuning into your individual salespeople’s motivational tendencies. You will have […]

Ours Is a Relationship Sale.  C’mon Man.  That’s Stupid.

Ours Is a Relationship Sale. C’mon Man. That’s Stupid.

If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the clients buy based solely on the relationship.  Heck this belief is propagated by the salespeople themselves.  They stake their claim.  Forge the relationship and then hunker down.  […]

20 Sales Management Practices You Should Leave in 2015 – For Good!

20 Sales Management Practices You Should Leave in 2015 – For Good!

The New Year approaches and here at Braveheart, our thoughts are filled with visions of the sales transformations to come. With that in mind, I’ve put together a list of poor sales management habits you should ditch as we start gearing up for an amazing sales year in 2016.

 

Here are 20 ineffective sales management practices you should ditch before they hurt your fresh start in 2016: 
1. Hiring in desperation.

Hiring under a time crunch is unlikely to yield your best results. Give yourself some breathing room. Consistency in hiring excellence comes through ongoing recruitment efforts — that means looking for the next great salesperson before you need […]