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Channel: performance improvement – No Smoke and Mirrors
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"Leader, You Don’t Have to Go It Alone!"

When I asked CEO’s and business leaders where they turn when they face a problem in their business I heard two common answers and one that disturbed me. The common answers were; I call someone in my...

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Customers Are Not Your Best Source of Information To Grow Your Sales?

  Customers Are Not Your Best Source of Information To Grow Your Sales? When companies desire to grow their sales they often reach out to their customers to find what they could be doing to grow their...

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The Value of the “Four Legged Sales Call”, …Fix Sales problems quickly

        The Value of the “Four Legged Sales Call”, …Fix Sales problems quickly An “old school” technique to drive explosive sales and profit growth is the “four legged sales call” It doesn’t matter if...

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Are Your “Salespeople Hunting Elephants With a BB Gun?” Answer 10 questions…

Are Your “Salespeople Hunting Elephants With a BB Gun?” Answer 10 questions… As I have shared in prior posts, salespeople are like water; they find and take the path of least resistance. Having carried...

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Are your Salespeople Focused on Landing Elephants While Rabbits and Squirrels...

Are your Salespeople Focused on Landing Elephants While Rabbits and Squirrels Run to Buy? By Mark Allen Roberts In my previous post I discussed a problem: “One common problem I am observing in the...

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A “Market Opportunity Profile” Insures Your Sales Team Hits Quota

A “Market Opportunity Profile” Insures Your Sales Team Hits Quota By Mark Allen Roberts How prepared are your salespeople to “hit their sales numbers“ this year?  Studies indicate as high as 70% of...

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How Understanding Your A B C’s is the first Step To Driving sales growth …

How Understanding Your A B C’s is the first Step To Driving sales growth … As leaders of sales teams what do we all have in common? We all want to have our team hit their sales numbers and we want to...

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Invisible Products; Death of your New Sales Goal

It’s that time of the year again with sales plans being launched and new commission plans being distributed. Meetings have occurred, financial modes built and presentations to the board done and the...

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Improve Sales; Hiring Outside Help To Work On Your Sales Process Will Not...

The first quarter of each new year often starts out as a struggle for sales teams to achieve their new goals. Your sales team has received a new and bigger goal, (there’s a high probability they...

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Good Sales Results Today Does Not Immunize Your Sales Team From Poor Sales...

By Mark Allen Roberts Assuming since you have never experienced poor sales results you never will is like assuming since you have never caught the flu you will never get sick. I hear it all the time;...

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Do you have “Post Turtle Marketing”?…if so its preventing you from achieving...

        In my last blog post I shared advice on what to do if you report to a “post turtle sales manager”. We run the risk however of hiring people, promoting them and placing them in key positions...

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Increase Sales: Turn your “Sales Bucket” into a “Marketing and Sales Funnel”...

Steve Patrizi new sales funnel   In my last post I shared what CEO’s and business owners often share about sales: Why can’t it be more predictable, more systematic? The good news is it can. The...

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Professional Services Marketing; a Must Add to your Business Book Library

  When I surveyed CEO’s years ago, I asked; what is it that worries you? A common answer was ; not knowing about something new that could help my business, help us grow quicker and more profitably. I...

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Improve Sales: Stop Creating “Snake Oil Salesmen”

  making promises you can not deliver on     The role of sales is a difficult one. You face more rejection than acceptance and have to break through the many roadblocks in connecting with potential...

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Increase Sales/Fix Sales Problems: Do a Midyear Sales Gut Check

  Last year approximately 70% of sales mangers achieved their sales goals and of that approximately 10% surpassed their goals. So that leaves 30% of the sales manager’s not hitting plan in 2013 and in...

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Solve The Puzzle of Strategic Account Development Plans: Part 1 “The Why”

    I just read recently the percent of salespeople hitting or exceeding sales plan goals dropped again from 63% to 58%. Why are salespeople failing to achieve the sales plans their organizations? How...

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Grow Strategic Account Sales and Profits with Needs Assessments

          How many of your key strategic accounts grew more than 25% last year? How many active opportunities at large key customers is your team working on? How proficient is your sales team at...

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Fix Key Account Sales With Strategic Growth Plans

    In most companies our key accounts contribute 70%- 80% of our revenues. Why wouldn’t we take the time to create strategic key account growth plans for each customer? In this post we will discuss...

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