Working on your Sales Plan for 2023?
Sales Leaders: Have you started working on your sales plan for 2023 yet? The best sales leaders that I’ve had the distinct pleasure to work with think of themselves as Revenue Architects (RAs). They are not passive forecast administrators. Rather they are RAs...
How Does Your Complex B2B Sales Hiring Candidate Pipeline Look?
A little over a year ago, I wrote a blog post about an incredible opportunity for Complex B2B Sales Leaders to address their talent shortage. Here is the blog post to refresh your memory: https://www.truesalesresults.com/what-kind-of-b2b-sales-leader-are-you/. Did any...
Are you speaking in a language your customer understands?
Are you talking with your customers in a language they understand? In the hilariously funny tv show Silicon Valley, they poke fun at how we in the tech biz tend to spew nonsense and technobabble when talking with customers. As a 30+ year high tech sales veteran, this...
How much does your product cost?
What do less experienced sales reps struggle with the most? Hands down it is pricing discussions. And this then extends into closing deals. Heck, you could credibly make the argument that even the most experienced sales reps struggle the most with overcoming pricing...
What Kind of B2B Sales Leader Are You?
What kind of B2B Sales Leader will you reveal yourself to be? According to a CSO Insights Sales Talent Study, only 16% of sales leaders believe they have the talent they need to succeed in the future. Yet, when asked what changes they were making to their sales hiring...
B2B Sales Coaching 101
When I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your...