Sales Leadership Insights & Business Growth Blog
Our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.
Sales Tips
Why Most Sales Goals Fail—and How to Avoid These Pitfalls
Sales goals are crucial for driving performance, motivating teams, and achieving business growth. However, a staggering number of sales goals fail—leaving teams frustrated and businesses struggling to meet targets. Why? In this article, I will analyze the common mistakes sales teams make when setting such goals and, more importantly, how to overcome these challenges.
Sales Tips
30 Years in Sales, and These Are the Secrets I Wish I Knew Before My First Job Interview
If you’re preparing for a sales job interview, let me ask you this: Have you ever wondered why some candidates leave a lasting impression while others blend into the crowd? Personally, after more than 30 years of dealing in the sales industry as a candidate, ideal employee, and interviewer, I have cracked the code to winning an interview.
Case Study
Internet Service Provider: Improving Close Rates to 44.09%
A regional internet service provider in business for 27 years faced significant challenges with declining revenue and high employee turnover in their sales department. Despite their longevity and market presence, the company recently encountered hurdles that threatened its financial stability and operational efficiency.
Sales Tips
Different Types of Selling Methods: Finding the Right Approach to Close the Deal
The most common challenge for most sales people is that they become stuck with one method, even when it appears it is not working. Today’s selling landscape is constantly evolving and with changes come different methods of selling which suit specific customers and circumstances.
Sales Strategy
How to Increase Sales: A Guide for Success
With over 30 years in sales, I’ve seen what works—and what doesn’t—when it comes to driving revenue growth. In this guide, I’ll share practical strategies that can make an immediate difference in your sales performance. Let’s dive in.
Sales Strategy
Overcoming Sales Objections
Ask any sales professional and you’ll understand that sales objections are a normal part of the sales process. Frustrating, of course, but normal. But while not every sales call will end with a sale, many (and perhaps most) sales objections can be overcome if you enter into interactions armed with a strategic understanding of common objections and ways to confidently manage them. What is a Sales Objection?
Sales Process
How to Define and Analyze Your Target Market For Growth
Ready. Aim. Sell! Sounds simple, right? Unfortunately, far too many small to mid-sized businesses skip the all-important AIM part – the part where target markets are defined and a target market strategy makes selling quicker and easier. Simply put, a target market is a defined group of prospects likely to be interested in (and more importantly, to buy) your product or service. When selling, it is important to define your target market so you can tailor your marketing messages, sales strategies, and sales processes to reach targeted customers more effectively. Just how big is the problem?
Sales Team
Sales Team Effectiveness: Navigating Pitfalls for Maximum Impact
A high-performing sales team is the lifeblood of any organization, the driving force behind customer acquisition, revenue generation, and ultimately, company success. However, achieving and maintaining sales team effectiveness and efficiency in sales can be complex, with numerous potential pitfalls that could frustrate team members, hinder performance, and cause lost opportunities.
Sales Organization
3 Strategies for Enhanced Efficiency and Consistent Revenue Generation
In today's dynamic business landscape, staying ahead requires more than traditional sales approaches. To achieve sustainable success, businesses must adopt strategies that enhance efficiency and ensure consistent revenue generation. From sales productivity to customer relationship management, let’s explore the three key aspects contributing to a thriving and revenue-focused sales organization.
Sales Success Stories
Success Stories: Thriving with Outsourced Sales Leadership
Outsourced sales leadership has become a game-changer for many organizations, offering a fresh perspective and expertise that can dramatically improve sales outcomes. According to the Sales Management Association, organizations with high-quality sales coaching, like the kind provided by top-tier outsourced leaders, can increase sales performance by up to 20%. Moreover, a study by the Harvard Business Review revealed that companies leveraging outsourced sales strategies reported an average of 30% higher customer retention rates.
Sales Trends
2024 Sales Trends: Top Ways AI Can Support Your Sales Organization
The sales department plays a crucial role in any organization’s success. As technology advances, it is vital to understand the trends in sales, including AI. Its widespread adoption has transformed almost every sector, and its application is limitless. From identifying valuable patterns for forecasting to automating follow-up emails, AI is changing the sales landscape and how salespeople interact with customers. Let’s explore the top 4 ways AI can support your sales organization.
Sales Strategy
5 Tips to Boost Your Sales Performance
The start of a new year can be the perfect time to assess your team’s performance, set new goals and develop a plan to boost sales. Fortunately, there are specific steps you can take to enhance your sales performance and make this your best year yet. In this blog post, we will explore some of the best tips to help you get started.