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Referral Gathering for Sales: Go Old School or Go on Social?
I was at a conference in sunny La Jolla, CA last week presenting to a group of very successful business owners in the security industry. Most have owned their companies for decades and have already...
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How to Use LinkedIn and Reachable for Referrals
In my last article I spoke about the importance of asking for referrals and introductions. I described how one can accomplish this either the old-fashioned way, through asking, or by using LinkedIn or...
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Hiring for Sales: Round Pegs Do Not Fit in Square Holes
I was with a group of seven friends from college last weekend to help out a friend in need. We have all been friends for over 30 years and we get together once a year. What has been so fun to realize...
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How to Use Momentum Effectively in Sales and Sports
If you have read many of my articles you realize that from time to time I like to use sports analogies. I was at yet another college lacrosse game several days ago, and sadly my team lost to end their...
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Top 5 Mistakes Made by CEOs Managing Sales (and How to Fix Them)
I had a meeting yesterday with the CEO of a small business that currently has six people on their sales team. He is stuck in an awkward place because they are now big enough that they need to have a...
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4 Easy Steps to Help Your Salespeople Become Independent Thinkers
I just re-read a very good article by Janice Mars of Sales Latitude and thought it was worth sharing.
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How Your Sales Team Can Identify Their 4 Buyers on LinkedIn
Editor's Note: We haven't often used guest posts on our blog, but this is one I thought our readers would find particularly helpful. This post comes courtesy of Celina Guerrero of SocialtoSales.com. It...
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How to Use the Math of Success to Boost Your Team's Sales Results
A friend and colleague pointed out to me that I frequently refer to the Math of Success in sales when I write, but I don’t have one article dedicated to the topic. Well here you go, an entire article...
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No Excuse for Allowing Your Sales Team to Make Excuses
Do you ever get frustrated by the reasons why your salespeople can’t or don’t meet their goals? Do you feel like you are nagging them to sell more despite all the reasons why they tell you they...
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Will Your Salesperson Build Relationships Or Close Business?
There is a misconception that salespeople are all one breed; that they are all gregarious, outgoing, extroverted individuals. Not true. The truth of the matter is that you have most likely been sold...
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Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis
Editor's note: Today's post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique...
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How to Fix the 5 Most Common Sales Team Defects
I wrote about this a few years ago in a series of blogs but I wanted to do an update that sums up the common causes of problems with sales teams — and their fixes — in a single article. This is not...
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How to Structure Your Sales Compensation Plans
It seems that compensation plan structure is a hot topic with many Braveheart clients. The following are a few things to keep in mind when structuring compensation plans for your sales team. 1. Not...
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Is it Consultative or Just Insultative Selling?
Anyone who seeks knowledge about selling has likely heard the term “Consultative Sales” or “Consultative Selling.” I don’t know what the technical definition of the word consultative is, but in essence...
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Implementing a Sales Process: 4 Classic Mistakes to Avoid
Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French.The sales process is the backbone of a company's sales...
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4 Myths (Busted) About The Value of Sales Managers
What’s so important about having a Sales Manager? After all, isn’t their job really about herding cats? To save the day? You know what I mean . . . micromanaging so that sales representatives never...
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Sales Digest: How Old-School Salespeople Can Stay Relevant
Braveheart Sales DigestFocus On: How Old-School Salespeople Can Stay RelevantHeadlines periodically appear to predict total doom and gloom for old-school salespeople. Earlier this year, Hubspot's Emma...
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Sales Managers: How to Win at Joint Sales Calls
I had a great conversation with a highly talented VP of Sales of a successful sales organization the other day. We had a spirited debate about the role that a sales manager should play in joint calls...
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10 of the Most Harmful Questions Salespeople Still Ask
Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation. You've probably heard some...
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CEOs: What Should You Do About Your Sales Managers?
What does your sales manager do? What is he or she supposed to do?If you are like many other CEOs and business owners, you have two different answers for those questions. My colleague, Karen Brown,...
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