A Sales Guy

JANUARY 2, 2012

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Sales leaders, pull out your 2012 sales strategy right now. Sales teams are not ready made, out of the box organizations.

Sales Leadership 105

Sales Leadership Sales Marketing Strategy Pipeline 105

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. They expect it will be GOOD.

Sales 128

Sales Sales Leadership B2B Sales Process 128

A Sales Guy

OCTOBER 31, 2013

It happens to all sales organizations at one time or another. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales. It’s not uncommon for revenue to slide.

Sales 114

Sales Revenue Sales Leadership Sales Process 114

A Sales Guy

MARCH 25, 2015

I received this email the other day and it started like this; If you work in sales enablement you should – Well, I don’t and I suspect most of the other recipients didn’t either. As sales people, it’s our job to know who we’re talking to, what their issues are and how they run their business.

Sales Enablement 122

Sales Enablement Sales Sales Leadership Business 122

A Sales Guy

DECEMBER 16, 2011

Sales people are gladiators. Like gladiators, sales people are expected to win. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion. Sales people, like gladiators, are expected to just get it done.

Sales 128

Sales Sales Enablement Sales Leadership Closing 128