How to Build the Ultimate Sales Force in 5 Steps

How to Build the Ultimate Sales Force in 5 Steps

Every business wants the best sales team. It isn't enough to have good sales reps any more, we have to build the ultimate sales force. We have to differentiate ourselves with our sales reps, training processes, sales coaching, demand generation, and corporate culture of experimentation.

Every client I have worked with over the past several years has struggled with how to improve their sales teams to provide a substantial uptick in revenue and profitability, and that is why I have decided to release the best-practice, mini-blog-series on how to do just that: How to build the ultimate sales force in five steps.

Business Coaching 102: The difference Between Strategic and Tactical Plans

Business Coaching 102: The difference Between Strategic and Tactical Plans

At a recent event, I was asked the difference between a strategic and tactical plan for a business start-up.  And in the question, I realized that it is one of the more perplexing questions facing young entrepreneurs.  And while it is often perplexing, we can make it far more simple by reducing it to its simplest common denominator.

To understand how these plans work together, it is important to start with a definition of both plans.

Four Questions to Ask Before Bidding on Government RFP's

Four Questions to Ask Before Bidding on Government RFP's

Reviewing a RFP to determine if you are interested in bidding may be the first step in your government business development process, but a close second should be submitting clarifying questions.  Here are seven questions you should ask on every RFP before you bid:

 

Stuck with what other questions to ask?  Fill out this form and we will email you "The Ultimate RFP Question List" which provides for any question you could ever want to ask.

How to Plan and Test Your New Product or Service in a Week.

How to Plan and Test Your New Product or Service in a Week.

We all know the same secret, a properly designed and executed product release only goes well if it is widely accepted by your target market.   

But what if it isn't?  Your company stands to lose hundreds of thousands of dollars on research and development, marketing, management, and production.  This isn't new.  Large companies know this and budget appropriately, but what about your small or medium sized business?

Inbound Marketing: What is a Buyer Persona? (Free Template)

Inbound Marketing: What is a Buyer Persona? (Free Template)

For those of you who haven't heard, Inbound marketing is the process of attracting clients in any phase of their buying cycle through the efficient publishing of blogs, newsletters, ebooks, white papers, videos, SEO, social media marketing, and other content. It is the opposite side of the coin to traditional interruption marketing.

The fundamental cornerstone of inbound marketing is the buyer persona profile.

Do this...And Never Get Caught Telling Tales Again.

Do this...And Never Get Caught Telling Tales Again.

A mentor of mine once told me:

To be successful at sales all you have to do is ask great questions and tell even better stories.

And while I will always be thankful to him, he was dead wrong.

We have all been there.  Salespeople embellish their offering due to the relentless pressure of quotas and their internal drive to make the sale.   While all marketers tell stories, most salespeople tell tales.  And ultimately, this is the demise of their process, once they start telling tales they loose the majority of their audience, lose credibility, and damage the reputation of their company.

But what if there were a way to avoid getting caught telling tales?

How I Traded a Big Mac for $2,328...

How I Traded a Big Mac for $2,328...

The rain drummed on the windows, and through the fog, headlights gave evidence of cars running up and down the street.  Inside, no one noticed, or no one cared what I was doing pirating McDonalds wi-fi.  The numbers that continued to stream online made my jaw tighten, eyes widen, and a grin flash in the reflection in my monitor.  It had only been 2 hours and I couldn't believe what I was seeing...

Cinderella: A Lesson in Focus

Cinderella: A Lesson in Focus

For all of us who have children, nieces, nephews, a godchild, or friends with children, we have all seen or heard the story of Cinderella, but very few understand the important business lesson to be learned from this children's story.

It is a beautiful tale of wishing for something with all of your heart and believing that one day it will come true. This is not the focus of this post, however, but rather it is a keen observation of a lesson perhaps even more relevant today.

How to Find the Best Sales Talent Without Using a Headhunter

How to Find the Best Sales Talent Without Using a Headhunter

Don't you just hate paying Headhunter fees?  I know I do, and so do my Clients.  But every small and medium sized business always seems to have the same problem: Attracting  the best sales talent without spending a fortune. It seems to be the one real problem that most companies think they can't solve without hiring an outsourced recruiter or headhunter.

But what if attracting top sales talent were easier than you thought?

Don't Hire a Salesperson without Asking This Question

Don't Hire a Salesperson without Asking This Question

I hate hiring salespeople. I prefer stealing them from my client's competition. But that isn't always possible. Regardless if I am stealing talent or recruiting fresh talent, I am convinced that there is really only one question that I really score. And a friend of mine reminded me of how important it is. 

Five Rules to Social Media Comments for Improved Presence

Five Rules to Social Media Comments for Improved Presence

For lead generators, social sellers, companies, and individuals looking to increase revenue opportunities, we understand the value of making relevant comments on related posts.  Commenting delivers the opportunity to be seen as credible and relevant in the marketplace. Well-thought-out comments allow you to provide thought leadership on relevant topics.

Social media comments are also the opportunity to discredit yourself in the process of developing leads or attempting to increase influence. To safeguard your reputation as a thought leader and ability to generate leads through your social media presence follow these five rules of thumb.