Chances are, you’ve had at least one of these thoughts about business-to-government (B2G) sales:
The process is too complicated.
The sales cycle is too long.
There’s only a small chance of success.
Mansfield Sales Partners, on June 28, 2018
Chances are, you’ve had at least one of these thoughts about business-to-government (B2G) sales:
The process is too complicated.
The sales cycle is too long.
There’s only a small chance of success.
Eli Kalil, on June 5, 2018
Congratulations. You have been put in charge of a baseball team made up of the top players in the country. Here are a few thoughts that are not going through your brain.
A job interview is the ultimate sales call, so when you’re interviewing for salespeople, the interview process should be used to gain insight into how a candidate sells, from qualification to close. To the extent possible, a business leader must dig into how candidates have prepared for the interviews, in order to gain insight into how they would prepare for an important sales meeting.
As a CEO and founder, I know how tough it is to find and hire great salespeople—and I’ve been in the business for decades. According to Manpower Group’s recent Talent Shortage Survey, sales positions (including sales representatives, sales executives, and sales advisors) are the third-most difficult roles to fill and retain.
Hiring is both an art and a science, and arguably the most important aspect of any business. Not surprisingly, research shows organizations that spend more time recruiting high-caliber people earn 22% higher return for shareholders than their less discerning peers.
Eli Kalil, on May 8, 2018
When created and executed properly, there’s no question that a channel sales program can make a significant difference to your company’s bottom line. In general, using indirect sales channels results in year-over-year revenue growth of 20-30%—and up to 50% in some optimal cases.
Greg Dunne, on March 29, 2018
For cybersecurity firms, scaling and accelerating sales can be incredibly challenging. The marketplace is oversaturated with companies that claim their technology can do everything, fix anything—and when dozens of firms all supposedly solve similar problems, potential customers can get overwhelmed by the sales noise.
Greg Dunne, on February 26, 2018
In demolition derby, competing drivers ram their vehicles into one another on a large field. The winner is the last vehicle still running.
That’s the kind of attitude a business leader should cultivate when hiring a sales team or creating a sales process.
Greg Dunne, on June 13, 2017
You’ve heard it a million times: Sell solutions, not features. It’s at the core of consultative selling, value selling, and spin selling. There is no shortage of experts, books and classes professing its importance.
Greg Dunne, on February 14, 2017
If you’re a diligent, results-oriented sales executive, the driving force behind your 2017 planning is how to improve sales performance. Whether you’re a startup looking to scale your process, an established business looking to penetrate new markets, or a company ready to bounce back from a period of lagging sales, boosting your numbers is key.