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Sales Director Central Blog

Key learnings heading into 2024 #founders #pamice #salesleadership Dec 12, 2023

In the last 12 months we’ve worked with 20 customers on improving their sales leadership capability and enabling them to have predictable, sustainable revenue.

We've presented at countless events on Sales Leadership or Growing revenue.

We’ve also run two separate surveys.  The...

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Fractional Executives #founders #fractional sales leadership #salesleadership Oct 03, 2023

If you need C-Level expertise and experience in your business, should you hire a fulltime employee, hire a consultant, use a coach or engage a fractional executive?

Of course, we recommend a fractional executive. Why?

The fractional role offers the most value and the best ROI. All can work for...

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Direct sales or Channel or Distributor? #founders #gotomarket #pamice #salesleadership Sep 19, 2023

We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sales vs distributor.

Each business should have the conversation about the different sales...

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The "Busy" Sales Rep: Why Activity Alone Doesn't Guarantee Success #founders #pamice #salesleadership Sep 05, 2023

We've all seen them in the workplace—the sales rep who's constantly on the move, always busy, and seemingly engaged in a whirlwind of activities. They're working hard, or so it seems. But here's the catch: for all their action, they rarely hit their sales targets. Why does this happen, and...

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The Power of Emotional Intelligence in Sales Leadership #high-performance #salesleadership Aug 29, 2023

Ever had the situation where the leading sales rep has been promoted to be the new Sales Leader?  Happens all the time.  The most common outcome, at least in the first few months, is your revenue decreases (because the best rep is now the leader) and the sales team complain about the...

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Why start up sales slow and how to fix it to kick start revenue growth #demo #founders #qualification #revenue growth #scale up #start up Jul 18, 2023

Is this you? I’m a founder. I’ve found a great niche; a serious problem that I know how to solve. I had great traction early on. I love talking to people about this.  I’m inspired. I’ve built a great product.  I do great demos.  I’m now struggling to...

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Dealing with under-performing sales people #high-performance #poorperformance #salesleadership #under-performance Jun 20, 2023

The business climate is tough.  Selling is tough. Some of the same fears raised during the global pandemic about selling are resurfacing now. When business focus moves from growth to survival, even in a high-performance sales team, one or more team members may be under performing. How do you...

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Good revenue is capital you don't have to pay back #capital #founders #growth Mar 14, 2023

Founders and Investors alike have been watching the Silicon Valley Bank saga closely over the last few days.  It comes on top of already tight market for capital raising.  This blog looks at what you can do in this market – where investors are wary and capital raising is much...

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Why do I need to hire a Fractional Sales Leader? #founders #fractional sales leadership #growth Nov 28, 2022

The Australian Bureau of Statistics shows there were 2.6M businesses actively trading in Australia for FY22 with 19.7% new that year. There was a 2.4% increase for businesses employing 1-4 employees, a 3% increase for those employing 5-19 employees and a 5.9% increases for businesses in the...

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The $8 Haircut #salesdirectorcentral #salesleadership #valueselling Oct 14, 2022

The $8 Haircut was posted by JD on LinkedIn today.  It is shown below.

JD challenged you "When you visit your next prospect what will you do differently?"

There were over 50 comments on the post and I love the ones who encourage us to listen more.  When we talk with our...

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What Venture Capitalists Want You To Know About Raising Capital Apr 22, 2021

If you’re a founder, at some point you would have thought about raising capital for your business. However, if running your own business isn’t enough of a challenge, navigating the world of raising capital can be next level. To help make the process a little smoother for you, today...

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Why discounting is slowly killing your B2B business #sales #value Apr 13, 2021

Is discounting slowly killing your B2B business? While performing an account review for a client recently, we heard a seasoned sales rep ask “Can we ‘motivate’ the customer to buy?” Wait. Did we hear this right - did he just ask his boss for a discount?

If you’re...

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