CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Leadership & Management
leadership-management
The 90-Day Sales Manager Playbook: How to Start Strong and Succeed
As a new sales manager, your first 90 days will either set you up for success—or create challenges that you will need to fix down the road. Whether ...
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent conversation into a defensive debate? Prospect: “We’re ...
Living Above The Line
As I was rereading Bradley Sugars book, “Instant Systems" I revisited a topic that often gets pushed under the table. You can't control what happens, ...
How Much To Budget For Sales Training
If you’re on a calendar year, your VP of Sales is probably preparing their budget for next year. How much will they put in for sales training? How ...
Creating a Culture of Accountability for Your Sales Team
Are your sales managers doing everything they can to create a culture of accountability for your sales ...
What is the Most Important Step in the Sales Hiring Process?
The most important step in the sales hiring process is not writing the perfect ad so you attract the ...
You Will Definitely Miss Your Sales Target This Year!
Did you hit your sales forecast right on the nose last year? Are your powers of predictive forecasting ...
Does Your Sales Team Have Consultative Selling Skills?
Our last article discussed how sales has changed over the past few years, why selling is so much harder, ...
Do You Have the Right Sales People?
Getting the right sales people on your team and getting them to focus on the right activities can have a ...
Free Sales Seminar - The Ultimate Sales Call
There are only a few seats remaining for our upcoming free seminar, "The Ultimate Sales Call, Five ...
Harvard Study Explains Why Sales People Talk Too Much
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." It talks ...
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
If you are the person who signs the checks (the President, CEO or business owner) for all of the ...
Sales Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This year we ...
Sales Vision - Gap Between What Is/hat Could Be
Here's another excellent Ted Talk with an important lesson for your sales team. In this 18-minute ...
Sales Focus - The $2,000 Cup of Coffee
My friend and client Bob Scherer took an exercise I had given to his sales team one step further and ...
Focus on Sales Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the movie). ...
Fast Start - Getting Your Sales Team Set for Strong 2012
Most of our clients have longer sales cycles, ranging from 2 to 3 months up to 6 months or longer. ...
Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week, The Case for Activity Goals and ...
The 10 Keys to an Effective Sales Hiring Process
Our friend and mentor Dave Kurlan - a top-rated speaker, best-selling author, sales thought leader and ...
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is temporary. ...
Golden Rule of Sales Leadership
Do you remember the golden rule you learned in 1st grade?
Customer 2.0 - Death of Your Sales Team?
When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many ...
Building An Over-Achieving Sales Team - Relentless Prospecting
As a general rule I tell our sales force development clients that a new sales person should spend at ...
Building An Over-Achieving Sales Team - Outlook & Attitude
Take a moment to write down the last time you made a major purchase from someone you didn't like. It's ...
Building An Over-Achieving Sales Team - Responsibility
Your ability to build an over-achieving sales team at your company is directly proportional to the level ...
Building An Over-Achieving Sales Team - Commitment
How committed is your sales team? Are they willing to go the extra mile? Will they do whatever it takes ...
Sales Systems and Super Bowl Champions
What a great Super Bowl game last night! As a lifelong Green Bay Packers fan it was especially sweet. Do ...
Building An Over-Achieving Sales Team - Passion for Sales
With so many business issues and challenges beyond your control, Presidents, CEOs, and business owners ...
Building An Over-Achieving Sales Team
When it comes to growing your company, the list of business issues and challenges you cannot control is ...
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines how ...
Will Increasing Sales Increase Company Value?
What is your company worth? If you wanted to sell your company in 2011, what could you reasonably expect ...
Proven Sales Growth Strategy for 2011
Hiring superior sales people is a proven sales strategy that can put your company on an entirely ...
Cold Call Strategies – How to Overcome Your Sales Call Reluctance
Believe it or not, there are sales people who absolutely thrive on making cold calls. But for most of us ...
Sales Accountability Plan for 2011
In working with sales professionals for the past 21 years – as a business consultant and sales force ...
Year End Sales Focus – Mad Dash or Building Relationships?
Is your sales manager frantic this week or relaxed? Is your sales team focused on a final year-end push ...
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts whatever ...
Optimizing Your Strategic Alignment for Massive Growth in 2011
Ensuring your sales force is aligned with your strategies is imperative for massive growth. Start ...
Optimizing Your Sales Management for Massive Growth in 2011
Your sales management team is critical to massive growth within your company. Now is the time to ...
Optimize Your Sales Force by Mapping Your Sales Process
A clear sales process is key to optimizing your sales force in 2011. By mapping your sales process you ...
Optimizing your Sales Team for 2011
When optimizing your salesforce you must first look at your team to ensure that you have the right ...
Optimize Your Sales Team for Massive Results in 2011
With graditude to Dave Kurlan and his team at Objective Management Group, let's talk about the decisions ...
What Is Your Sales Team Selling – Transactions or Relationships?
The next time you review your new accounts report with your Vice President of Sales, pick a few and ask ...
The 7 Devastating Sales Mistakes #7-Sales Managers Being Reactive Instead of Proactive
Sales managers often are so busy running around trying to fix existing problems that they forget to take ...
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the results ...
Crucial Step #1 For Hiring a Sales Person
Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what they ...
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready to ...
Are Your Sales Managers Controlling Their Emotions?
I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales ...
Are You Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the ...
CEO Views on Sales
According to a recent study by SpencerStuart, the most common path executives take before becoming CEO ...
The 7 Devastating Sales Mistakes #6 - Hidden Weaknesses
Most sales managers overlook the devastating hidden weaknesses that are crippling their team. While they ...
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