Operational excellence is achieved when every member of an organization can see the flow of value to the customer and fix that flow before it breaks down. But as a manager of people, you know that this isn’t an easy…
When we’re performing in the presence of someone we know to be more expert than we are, our performance usually suffers. In the world of sales, managers often put this pressure on salespeople, although often unwittingly. They may approach their…
The pandemic has certainly shown the general public that scarcity or abundance of products can have an effect on people’s emotions. Scarcity increases desire — whether you desperately need the product or not. Abundance decreases desire, because there’s plenty of…
Can your prospect smell your commission breath? Is your eagerness to set the appointment or reach for the deal keeping you from gleaning the information you need from your conversations with prospects? There's a danger that comes with expertise. When…
The theory of constraints dominates the world of business, and yet it tends to be ignored by almost everybody in business for a pretty simple reason: it's politically unpalatable. The theory of constraints says your business is a system, and…
How long will it take to get the meeting? You have three steps first: 1. Make the list. And review that list and eliminate the dumb titles. Chris is a fan of Zoominfo. 2. Write the messaging. Remember, one turn…
The sales lead discernment process is similar to search results. The ones that come up on the first page are the ones you interact with. It's like a discovery call. A discovery call's purpose isn't to say, "I'm going to…
CEOs are allowed to have weird thoughts and consider odd possibilities. You need input from the market you don't have yet. This is why a CEO needs to be selling to understand what is actually happening. Their job is to…
Marketing can step in and help sales overcome it. 1. Beginning: listen to discovery conversations. 2. Middle: look at support tickets to see the unvarnished truth. 3. End: work on getting the pipeline to be seen as an asset, it…
Only 9% of all MQ's (marketing qualified leads) every result in a conversation. Worse than that, you have now stimulated your target audience to explore and investigate your competition. 91% of all marketing dollars are a waste. This is because…
