Sales Leaders: The Next Step is Most Important in the Sales Process

Sales Leaders: The Next Step is Most Important in the Sales Process

I was working with a sales team last week that we have been working with for just a few months. They have, on the whole, a pretty strong group of salespeople. We were discussing certain deals in their pipeline and where they were in the process. Many of the conversations were similar. “They really liked what we had. They need to talk to their boss and then they are supposed to call me back tomorrow.” Or worse, “They were supposed to call me back last Wednesday and I have called, but they don’t call me back.”

There are two common flaws […]

Lessons from the Last Economic Crisis for COVID-19

Lessons from the Last Economic Crisis for COVID-19

Braveheart Sales Performance turns eleven years old on March 25.  So, if you do the math you will realize that we started the company in 2009.  Smack dab in the economic aftermath of the Great Recession.  Sure, it was risky.  But it seemed less risky at the time than placing my future in the hands of executives of large companies.  And, I knew there was a need for our services.  Boy was I right.  More than I ever expected.

During the recession, it became painfully obvious that many salespeople were not skilled sellers at all.  They were merely product pushers and […]

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.  […]