Growing Sales During COVID19 Part 3

New sales will be slow as organizations review their cash flow and reallocate budgets based on their new environment. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients. In part 2, I reviewed the steps to secure or move forward outstanding business. In part 3, I will discuss how to build your pipeline during this time. After watching the Tiger King, I am [...]

Growing Sales During Covid19 Part 2

New sales will be slow as organizations review their cash flow based on the new environment and reallocate budgets. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients.  In part 2, I will discuss how to address opportunities that were in the final stages of closing before the quarantine.  Pandemic or not, the longer an opportunity stays open, the lower the probability of closing [...]

Growing Sales During Covid19 Part 1

This is part 1 of a three part blog focusing on growing revenue during the Covid 19 pandemic and aftermath.  New sales will be slow as organizations review their cost allocations based on the new environment and new budgets. I am posting three short blog on how to grow revenue in this environment and ensure that you are part of the new budget. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity growth   Talking to my clients, I have noticed two things: The sales team’s workload is slow The operations teams are busy   [...]

The 3 Keys To Managing A Remote Sales Team

In my twenty-plus years working in sales and sales management, I cannot recall a stranger time to make sales. As we work together to contain the spread of the Coronavirus, sales managers are now operating a remote sales team, which requires a different set of skills than managing an onsite team. After being a work-from-home seller, along with managing satellite locations and in-home sellers, I wanted to share a few tips I have learned over the years.  The first step is to understand the difference between a workday and productive work. According to the Bureau of Labor Statistics, the average [...]

By |2020-03-25T18:04:16+00:00March 25th, 2020|Advanced Sales, Management, Managing Sales|8 Comments

#My Best Sales Advice Colin Meade

Since 2002, Executive Mosaic has been the leader in connecting, informing, and educating executives through exclusive peer networking events and media properties. Executive Mosaic is the parent of the 4x24 Leadership program, Potomac Officers Club, ArchIntel, and Spectrum. It also executes the Wash 100, the award honoring the premier private and public sector leaders in the GovCon sector.    Dealing with the most influential people in government contracting has its own unique set of obstacles. Even after being the industry standard for years, you are still trying to engage executives who have little time and competing demands. It is up [...]

John Wooden and Influencing Sales

College basketball grabs the nation's attention with the NCAA Basketball Tournament, March Madness. While you may rely on your favorite color or mascot to determine who wins the NCAA Championship, back in the '60s and '70s, you would pick the Bruins. That is when the greatest coach in history, John Wooden, was leading the UCLA Bruins program. In 1948, he took over a little known program as the head basketball coach at UCLA. By the time he retired in 1975, he had created a powerhouse, some of his records may never be broken, and is one of the most revered [...]

By |2020-03-10T14:57:40+00:00March 10th, 2020|Advanced Sales, Management, Managing Sales|6 Comments

#My Best Sales Advice, Ryan Willumson

2019 was a year to remember for Industry Dive. They were Neal awards finalist, Azbee awards finalist, Washington Post's top workplace, Inc Magazine Fastest-Growing company, Folio 100 list, Deloitte technology fast 500 winners, and ended the year securing a deal with Falfurrias Capital partners to accelerate growth. As we were catching up, I asked Ryan, the CRO, and Co-Founder what was the best piece of sales advice he received. "The best sales advice I ever received was to shut up. You're better off fighting the instinct to fill the air. Learn to be comfortable with an extra beat of silence. [...]

By |2020-02-28T17:08:41+00:00February 25th, 2020|Business, Management, Managing Sales, Sales 101|2 Comments

3 Questions to Grow Revenue

As one year draws to a close and new one begins, organizations find themselves in unhealthy routines. They become engrossed and lost in the minutiae of numbers, quotas, portfolios, and fail to take an organizational approach to grow revenue.  Every organization should ask the questions below to create a productive dialogue. This dialogue provides the context to align revenue development, sales priorities, and long term health of sales to secure YOY growth. What are we growing?  What are we killing?  What are we creating?    What are we growing?  When I ask this question, most executives say everything we can. [...]

By |2020-01-07T16:28:03+00:00January 7th, 2020|Business, Management, Managing Sales, Sales 101|3 Comments

Why Salespeople Need Business Acumen

The change in the buyer’s journey is creating a need for salespeople to develop a higher level of business acumen. Over the last several years buyers have made the traditional sales funnel into chop suey.  A sales funnel used to start at the top with awareness, and the buyer would leave the funnel as a closed won or closed lost. The salesperson controlled the progression through the funnel starting with awareness, progressing on a linear sales path. Whereas today’s buyers enter the funnel from different avenues with different levels of knowledge.  Kennedy and Anderson have a great post regarding [...]

By |2019-03-05T21:04:05+00:00March 5th, 2019|Management, Sales 101, sales training|4 Comments

Why Your Sales People Are Leaving

According to Sales Hacker, on average, today's salespeople only stay on the job for 16.8 months. Sellers are exchanging the promises of future commissions for short-term salary increases, and perks, bypassing the slugfest of building a book of business, which is vital for an organization's long-term success. Typical factors, like competition and the economy, are contributing to salespeople leaving.  But the most significant change of surveyed sellers is the level of people reporting dissatisfaction as the primary reason for departure.  Not surprisingly, the organizations with the longest sales team tenure are the same as the salespeople expressing the highest level [...]

By |2019-12-03T21:22:05+00:00December 20th, 2018|Business, General Business, Management|0 Comments