by chris | Apr 8, 2015 | Sales Process, Sales Prospecting
First thing is to remember to not sell to them. They don’t want to buy, and they don’t want to talk to salespeople. What they do want is solutions, and if they don’t see you as one who can help them with solutions, you have zero chance of being able to interact...
by chris | Aug 30, 2013 | Sales Leadership, Sales Process
Securing a meeting with the CEO is cause for celebration, right? It should be, but for some salespeople, the thought of talking to the head of a company can cause anxiety. If you want to strengthen your sales leadership skills, though, these types of meetings are...
by chris | Jul 26, 2013 | Sales Leadership, Sales Process
CEOs who stand on the side and don’t think they need to be involved in sales other than discussing the business with the VP of Sales in a weekly meeting are failing to understand their role. CEOs must be engaged with sales and understand what is happening in the...
by chris | Jul 12, 2013 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. The salesperson is going to be nervous having you along on the call. It’s not every day a salesperson has the CEO...
by chris | Mar 15, 2013 | Sales Leadership, Sales Motivation, Sales Process
One challenges many CEOs face is to finding a way to balance the role of Sales with the role of Marketing. Some deal with it by having the VP position be one. My contention is all this does is move the argument of who is right and who is wrong down one notch in the...
