Recently Harley Davidson, posted better than expected profits in the US for the latest quarter, with revenue up 3,8% versus year ago. Over the past two years the company has…
Do You Need a Chief Revenue Officer?
Chief Revenue Officers (CROs) are the newest breed of C-suite executive. A step above Chief Sales Officers, this role is becoming increasingly common. But CROs are still evolving in responsibilities…
Sales Incentives: Based on Profit or Revenue?
Most sales forces link some portion of sales people’s pay to sales metrics. For example, they pay a commission on the revenues sales people generate or a bonus for achieving…
4 Tough Conversations You Must Have to Succeed in Sales
We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent…
Just Starting a New Job? Here’s a Framework for Success.
Several years ago there was an article in the Harvard Business Review that really stuck with me. It was about an individual moving into a new managerial job and what…
The No.1 Way Sales People Destroy Profit
It’s time to get control of the number one thing sales people do regularly to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or…
Do More with these Time Management Tips
I am a productive person. I like to get things done. Actually, ‘like to get things done’ doesn’t go far enough; I need to get things done. I spend a lot…
Be More Compelling and Create a Sense of Urgency
You want your buyers to act with urgency. You need them to want your solution as badly as you want to help them with it. But for some reason, they…
5 Secrets of Successful Opening Scripts
Cold calling is tough, I get it. Even if your marketing department is generating so-called ‘warm leads,’ the resistance of people who receive an unsolicited call can be fierce. You…
Stop Coaching Late-Stage Opportunities
Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come…