Companies building or revamping their sale organization want top-tier sales leadership but they might not be ready for the full-time commitment of a Chief Revenue Officer (CRO). This is where a fractional CRO comes into play, offering a scalable solution that drives growth without the overhead, providing a sense of Read more…
Transformational Leadership: One of Mark’s sales reps was struggling to close a deal with a large enterprise customer. The sales rep was feeling demotivated and lacked confidence in their ability to win the deal. Mark knew that this was a great opportunity to use his transformational leadership style. He sat Read more…
The Top 6 Things to Look for to Ensure You Hire a Great VP of Sales On the executive management team, the position with the most turnover is most often the VP of Sales. Hiring the right one is critical to success because business momentum starts with this position. And Read more…
Questions to ask your next VP of Sales in the interview process How do you determine if a VP of Sales candidate has the chops to be your next VP of Sales? Here are seven questions that will help you in the interview process along with a scoring system to Read more…
The hard sell has been over for some time now, but many organizations haven’t received the message. The name of the game today is influence. And it is an underrated tool in the B2B sales world. The rise of the social media influencer is not a coincidence, and neither is Read more…
You’ve analyzed your best customers’ characteristics and attributes and used them to build a Zebra profile. Next, you used a simplified profile to build your pushbutton Zebra. This will help you create shorter sales cycles. Now you are ready to calculate a prospect’s “Z-score,” the number that tells you how Read more…
You have analyzed the seven characteristics to build your Zebra profile. Next, you’re going to zero in on your Zebra. How? By simplifying your Zebra profile into a few statements to describe why your solution is unique, where it fits into the prospect’s organization, and who should buy it. We Read more…
Now that we’ve covered your ideal customer profile’s first four of seven essential characteristics, let’s talk about the final three: access to Power, funding, and ROI. Remember, these are seven characteristics to analyze using your best customers and the five most recent wins. We’ll show you what to do with each Read more…
The Zebra Buying Cycle helps you find and sell to Power, increasing your sales. We use the phrase “buying cycle” rather than “sales cycle” because the latter term means you are seeking someone to sell to. A buying cycle targets the person who can buy from you. There is a Read more…
Activity does not equal productivity. Why not? Because most sales activities don’t drive a deal to close. Activity is anything from making a sales call to entering data into the CRM. You might be surprised to find that your most “active” salespeople are not your most productive. How much of Read more…
