So with just 27 more selling days left in the year, and you sitting there today frustrated that you still have not been able to break through to the key decision maker at your prospect, the purpose of this little blog series is to provide you with a tip a day. At this time of year, just leaving more voicemails and sending the same old emails is merely following of The Strategy of Hope. Not a good strategy to follow at anytime and certainly not now.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling
Today, there are 29 more days in the year in which we could close orders that are in our pipelines. Given typical sales cycles and the normal B2B complex selling processes, it’s almost impossible to believe that anything now that’s near the top of our funnels is going to move quickly downstream through the myriad of decision makers and signoffs so that it’s going to close before December 31st. So, right now, we’re talking about stuff in the narrow end of the funnel, typically in the stages that follow sending your proposals out: in some form of negotiation or in the seemingly black hole of “getting sign offs”.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness
Just back from an early morning walk on the beach. Love to get out there on the non-snow weekends just after the sun has come up, smell the ocean, figure out what’s changed on the beach from the tides the night before and walk the entire length of the beach picking up the plastic sea trash. Gives me something do, justifies the walk and keeps me green-friendly something I’m not in my day-to-day business life.
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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling
1. 39-Still Plenty of Time
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Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, sales management training, sales training, business tools, business planning, The Competitive Edge, november
It’s bad enough that we need to listen to the politicians attack one another and tell us all of the negatives that their opponents are doing/have done. What I don’t want to hear is whining and complaining from underperforming salespeople in the 4th quarter about “how tough it is out there”, or that “our prices are too high”.
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Tags: sales productivity, sales management, sales management effectiveness, sales effectiveness, improved sales management, Sales quota
Back in Vermont for the long weekend and find myself-as usual-trying to balance my time with the seasonal rhythms of the long list of “Things to Do Before The Snow” hanging in the workshop with the necessity of taking quiet time to do real work that just can’t be squeezed into the frentic workweek. No complaints here since it is what it is, and, quite frankly, I enjoy the pace plus I have the privilige of working and playing in the mountains of Vermont and on the beach in NH. By the way, an interesting factoid is that Vermont used to be seaside property-500 million years ago-and the acclaimed Vermont marble is, in fact, created from miles of compacted seashells squeezed up from sea floor as the continents pushed toward one another over those millenia.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, selling, sales management training, selling skills, Sales quota, leadership
1. Take this Weekend
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Tags: sales, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, business planning, business coaching, sales optimication
Just got back from a Saturday afternoon reading on the beach and was, once again, struck by the rapid change in just one week in almost everything. Just before I succumbed to the soft sounds of the surf and the 75 degree temps which somehow forced me to stretch out on the sand and take a short nap, I noticed that the evidence of change was everywhere.
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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales effectiveness, improved sales management, sales management training, selling skills, Sales quota, sales training
Gone (and buried, hopefully) are the days of running back to your desk after a trade show with a hand full of business cards and sitting down to make semi-cold calls and then entering basic data into either ACT or Goldmine. Both good basic sales automation tools- back in the day-when the alternative was an over-stuffed Rolodex spilling out hundreds of cards in all shapes and colors with coded notes scribbled everywhere that sometimes only the CIA could interpret.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, improved sales management, Sales quota, sales training
A few weeks ago, I was sitting at the breakfast counter at the Rye General Store, where I bike most mornings when I’m at the beach, and I looked up from my Globe to see Dottie sitting at the opposite end of the counter. Dottie and I grew up together at the beach pretty much from our earliest childhood years through high school since our parents had cottages right next to one another. After we both bumbled through the normal awkwardness of not having seen one another for 35 plus years, we quickly connected on spouses, jobs, kids and kids’ kids, and then got down to the interesting stuff of what had happened to the pods of kids that we grew up and surfed with.
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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, improved sales management, Sales quota, sales training
