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Are your salespeople spending too much…
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Articles by Ken
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Your Pipeline Might Be Costing You More Than You Think
Your Pipeline Might Be Costing You More Than You Think
A lot of manufacturing leaders are asking the wrong question. They ask: How do we get more opportunities? But the…
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Does Your Sales Team Need Adjusting?
Does Your Sales Team Need Adjusting?
Sizing Your Sales Force for Long-Term Success Now that Q1 results are in, it's a good time to step back and ask a…
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Why Manufacturing Sales Teams Stay Too Passive
Why Manufacturing Sales Teams Stay Too Passive
Most manufacturing sales teams are not failing because they lack effort. They are failing because they are too passive.
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The 8 Essential Steps to Ensure You Hire the Right Salesperson
The 8 Essential Steps to Ensure You Hire the Right Salesperson
Far Too often, recruiting and hiring is done at the seat of our pants. Even when we fail, we think the learning…
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Sizing Your Sales Team for Long Term Success
Sizing Your Sales Team for Long Term Success
Are you undersized for the markets you are in causing lost market share? Or, are you oversized for an optimal ROI? We…
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Webinar: Systems, Tools and Resources
Webinar: Systems, Tools and Resources
Are you sure your team has all the systems tools and resources to be at the top of their game? Join us this Wednesday…
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Expectations, Accountability, and Feedback
Expectations, Accountability, and Feedback
What’s the secret to getting your average sales performers to exemplary production? 80% of the time, the biggest…
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Webinar: Managing Territories and Sales Incentive Programs
Webinar: Managing Territories and Sales Incentive Programs
November 13th 12-1 pm Register Here How do know if you have the right territory structure to gain market share where…
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Replicating Your Top Producers: Systems, Tools and Resources
Replicating Your Top Producers: Systems, Tools and Resources
Register Here Wednesday, October 9th, 12 pm to 1 pm EST. The more time your salespeople spend developing leads, the…
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Key 1: Expectations, Accountability, and Feedback
Key 1: Expectations, Accountability, and Feedback
Tuesday, September 17, 12-1 pm Register Here What’s the secret to getting your average sales performers to exemplary…
Activity
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Some sales teams look busy for years. And still never deliver the growth the business needs. That is one of the hardest things for a business owner…
Some sales teams look busy for years. And still never deliver the growth the business needs. That is one of the hardest things for a business owner…
Shared by Ken Cheo
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Stop guessing the size of your sales team. It’s costing you revenue. Most manufacturing companies make the same mistake. They size their sales team…
Stop guessing the size of your sales team. It’s costing you revenue. Most manufacturing companies make the same mistake. They size their sales team…
Shared by Ken Cheo
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Most manufacturing companies are solving the wrong problem. They think they need better salespeople. They don’t. They need a better sales team…
Most manufacturing companies are solving the wrong problem. They think they need better salespeople. They don’t. They need a better sales team…
Shared by Ken Cheo
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English
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FPA, NEBA, LMA
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You’re hitting activity targets… And still not seeing the growth you expected. Your team is busy. They’re quoting. They’re meeting customers. But…
You’re hitting activity targets… And still not seeing the growth you expected. Your team is busy. They’re quoting. They’re meeting customers. But…
Shared by Ken Cheo
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Nobody is telling you this about sales performance. And it’s costing companies real revenue. When results drop, leaders react fast: Hire better…
Nobody is telling you this about sales performance. And it’s costing companies real revenue. When results drop, leaders react fast: Hire better…
Shared by Ken Cheo
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If you learn these 8 rules from Steve Jobs, you will sell better than 95% of people online. These rules are simple. Anyone can learn them. And they…
If you learn these 8 rules from Steve Jobs, you will sell better than 95% of people online. These rules are simple. Anyone can learn them. And they…
Liked by Ken Cheo
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Competence Used to Win You could build a strong business just by being competent. A decent offer. Decent people. Decent execution. Decent…
Competence Used to Win You could build a strong business just by being competent. A decent offer. Decent people. Decent execution. Decent…
Liked by Ken Cheo
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What happens when you put the right territory management in place?
What happens when you put the right territory management in place?
Shared by Ken Cheo
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Tim Haller
Storytelling in #Sales is more than just a story. It embodies the knowledge of your sales person to equate a customers needs to what you have successfully implemented before. It also show a preparedness and respect for the prospect and lastly how to handle objections. Test your sales knowledge by reading a case study and creating a talk track for a similar client.
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Andy Springer ✪
Sales training often fails during implementation. In our research, we found six common challenges that sales leaders have to navigate for successful training. Learn how to overcome them in this article from RAIN Group. https://hubs.li/Q03ltJV-0 #SalesTraining #B2BSales #SalesLeadership
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Frank Niekamp
Getting new salespeople — especially technical ones — ramped up faster is one of the biggest challenges business leaders face. In a recent live webinar delivered by SalesSTAR for the Vistage Worldwide, Inc. Manufacturing Network, David Mullins, Jr. and I explored the 5 most common mistakes that slow down ramp-up time and shared practical solutions leaders can put into action right away. If you’ve experienced the frustration of waiting too long for new hires to generate revenue, this resource was created with you in mind. 👉 I’ve added the link to the complimentary webinar recording in the comments below. #salesdevelopment #leadershipdevelopment #salesrampup
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