The 3C’s to Win More Business with Virtual Selling 

The in-person meeting has so many intangibles that a virtual meeting will never provide to the seller. The first is the acceptance of an in-person meeting. People usually are somewhat sold on doing business with you if they have opened their doors and are willing to shake hands with you in person. When in a meeting, you can read body language and, most importantly, have the buyer's undivided attention. As sellers, we first started fighting for the buyer's attention during in-person meetings when glancing at your smartphone became the norm, No matter how you prepare, it is hard to keep people [...]

By |2020-07-02T19:30:15+00:00July 7th, 2020|Managing Sales, Sales 101, Sales Advice|8 Comments

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