View Post

Executive Sales Training – Connecting With Prospects

Another Aha Moment – Earning Your Story Last week I wrote about the ‘Aha Moment’ that happens as salespeople master the process of Artful Discovery. This week, I had the good fortune to be part of another experience, which happened during an in-person sales call with one of my client’s salespeople. I went along on the meeting because Steve had set …

View Post

Lead Generation Strategies – It’s Just Marketing, Part 4

11 Marketing Competencies Every Organization Must Have (Or Have Access To) So who is going to actually do all this stuff? How is marketing going to deliver? What competencies, what solutions, and what technologies does marketing need to have at their disposal? This is an incredibly confusing landscape and every vendor seems to have their own secret-special language (gibberish) they …

View Post

Lead Generation Strategies – It’s Just Marketing, Part 3

6 Outcomes Marketing Departments Owe To Their Organization So let’s talk about what it is that marketing needs to focus on delivering to their organizations. Again, there should not be many surprises here, but I believe there is high value in agreeing on formal expectations. Once the categories are agreed upon, specific metrics and measures can be set up for …

View Post

Lead Generation Strategies – It’s Just Marketing, Part 2

New Marketing Landscape: 4 Fundamental Shifts A couple of major changes have taken place in the world of marketing over the past decade, and these drive the entire conversation. I refer to these as “shifts in the landscape”, and while it is not my intent to be profound here (I believe these trends are well acknowledged), I just want to make …

View Post

Lead Generation Strategies – It’s Just Marketing, Part 1

The Changing Role of Marketing in Business Most know me as someone who is focused on and passionate about sales. Throughout my career, I’ve done more than my fair share of poking fun at marketing folks and their sometimes-nebulous role in supporting revenue generation. However, I’ve always believed that marketing is a key contributor to an organization’s long-term success. Up …

View Post

Sales Process Development – A Salesperson’s UN-Learning Curve

Why Salespeople Get Worse Over Time I’ve written a lot lately about the importance of role-playing and individual sales coaching for sales process development. The way this works is I set myself up as a prospect in their CRM and simply appear as someone in their queue. When my name pops up in their SalesForce.com instance, they dial me up …

View Post

Executive Sales Training – Role Play Exercise for Recruiting

Using Role Play as Part of the Sales Interview Process Mark, I am making the assumption that by ‘case study‘ you mean incorporating some standard role-play exercise as part of the interview process. If that is the case then my answer is: Absolutely! Though it may sound funny, I put candidates through a role play that everyone can understand…selling a car. The …

View Post

Sales Process Improvement – Hiring a Sales Consultant

Client Interview: On Having an Sales Advisor This is another part of the interview with Todd Lindenbaum, President of the fractional luxury suite club, Sports Shares. In this segment he shares some candid thoughts about our working relationship over the past 18 months and his sales process improvement. The video makes me a little self conscious because Todd is very complimentary of me and …

View Post

Executive Sales Training – Perfect Practice Makes Perfect

The Importance of Role Playing in Sales Training Lately, I have been doing a lot of one-on-one coaching and listen-ins for executive sales training, so I wanted to take a minute to talk about this. I am insistent that as a sales manager, or any sales leadership title for that matter, if you are not performing role-plays you are absolutely missing …