The Leadership Trap: Why Top Sales Performers Struggle to Lead Teams
When two worlds collide, business leaders often make the obvious decision. It’s not always the right decision. The colliding worlds are The obvious decision is to promote the top sales rep to be the new sales leader. Top sales rep performance The performance of the top sales rep leads to the promotion to sales leader […]
How to Fix a Stalled Sales Pipeline: The Honest Truth Most Sales Coaches Won’t Tell You
Your pipeline looks healthy. Plenty of opportunities. Decent deal sizes. And yet— nothing is closing. Deals that were “just about to happen” three months ago are still sitting there. Proposals sent. Follow-up emails ignored. Prospects who “loved the meeting” have gone completely quiet. If that sounds familiar, here’s the uncomfortable truth: The problem isn’t your […]
Prioritising Discovery Over Demos to Make Sales: Learn Before You Earn
A surefire way to distinguish an average sales campaign from an effective one is in its identification of priorities. Countless salespeople mistakenly tie demos to the ultimate success or failure of a campaign. The truth is if you’re leading with what you know instead of what the buyer is interested in, you’re much less likely […]
Why you don’t want more leads (stop the mass lead generation programs)
Here’s the hard truth for tech founders, particularly those selling a complex solutions to infrequent buyers. You don’t want more leads. The temptation to focus on lead generation as the be all and end all, is not the answer to your prayers. Leads are good, but not all leads are created equal. Quantity does not trump […]
What Venture Capitalists Want You To Know About Raising Capital
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 we’re sharing with you what venture capitalists […]
Why discounting is slowly killing your B2B business
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 selling a product or services within a […]
How To Hire the Right Salesperson for Your B2B Startup
There comes a time in every startup journey when you realise that in order to move forward and scale, you need to increase sales and revenue first. And that means transitioning from selling your own products and services to handing over sales to a professional salesperson. It seems easy enough; place an ad, interview a […]
How to Pivot successfully
On Media Watch this week Paul Barry spoke about the most overused phrase in the media during this pandemic. It was “Petrie dish”, as in the “schools are like a Petrie dish for Coronavirus”. Since this pandemic started to bite into the economy about 3 weeks ago, the most overused word in business seems to be “pivot”, […]
Selling in a Pandemic – how to approach sales when everyone is focused on Coronavirus?
How do we maintain Sales As Usual and Business As Usual when everyone is focused on impending health and economic doom? Let’s get our priorities right from the start. It’s a real health threat and everyone must take the right precautions to protect themselves and everyone around them. We have a duty of care to […]
Business As Usual with Coronavirus
What does Business As Usual (BAU) look like when health authorities are telling everyone to send staff home? Where do you find useful and trusted resources around Coronavirus, and how you can use technology to keep as close to BAU as possible? No matter what tech you are using, all the major players are focused on […]
