Sure, your product or service might be fantastic— but so is everyone else’s. To turn heads in today’s competitive marketplace, you and your sales team must be deft in your prospecting—and maybe even a little tricky. Here are three strategies for toppling your big competition sellers: Strategy One: Talk to your prospects early. The […]
Regardless of their industry, most entrepreneurs desire fast growth. It’s an indication of success— customers want what you have to offer. But in the lightning-fast tech industry, rapid growth is par for the course, often leaving entrepreneurs with a “figure it out as we go” mentality. But to be successful in the long term, controlled—not […]
With the speed of innovation permeating today’s tech world, fast growth is inherent –even easy– for technology companies. But while rapid growth may seem like an indicator of success, it must also be controlled and strategic to be successful in the long term. While being a tech entrepreneur requires a certain amount of fluidity, the “we’ll […]
In real estate, there is a golden rule: location, location, and location. In migrating from an individual contributor’s role as a salesperson to a sales management role, there is also a golden rule: process, process, and process. Sales management is all about selling through others, empowering and motivating your team, and bringing efficiencies and effectiveness […]
In an increasingly complex marketplace, how can B2B sellers stand out? Today’s customers use an average of six (and sometimes more) channels when buying, and thanks to digital trends, they aren’t contacting suppliers directly until 57 percent of the buying process is complete. So, what does that mean for sales leaders? Simply put: sink or […]
Last week, we began a discussion of women entrepreneurs and the way they differ from their male counterparts. A significant increase in American women-owned businesses over the past 16 years has placed women more firmly on the map, but trends in their leadership behaviors continue to hold them back. Continuing our comparison of male and […]
Statistics paint a rosy picture of female entrepreneurs. According to the 2013 State of Women-Owned Businesses report commissioned by American Express OPEN, there are 8.6 million women business owners in America, accounting for 29% of all U.S. enterprises, making $1.3 trillion in revenue and employing 7.8 million individuals. The rate of growth for women-owned businesses […]
Last week we began a discussion of business consultant and coach Clyde C. Lowstuter’s 7 roadblocks to executive success. This week we’ll take a look at the last four challenges, all of which can be overcome with a little effort and self-awareness. 4. Inauthenticity We all hear a lot of talks these days about authenticity. […]
Of the challenges faced by senior executives—or all professionals, for that matter— it’s fair to say that many are self-created. Blind spots in your leadership style and the way you interact with colleagues or perform your job can leave bad impressions, or even damage your career. But according to business consultant and coach Clyde C. Lowstuter, […]
As the saying goes, “The best offense is a good defense.” Last week, we looked at the first 4 of 7 common mistakes that Chief Revenue Officers make and how to avoid and overcome them. This week, we look at the remaining 3 – because if you can recognize mistakes before they happen, it will […]
