Friends of the Fold

Process Driven Sales Success

Process Driven Sales Success

Despite advancements in tools and resources available to sales organizations, sustainable success starts with a strong framework and foundation, or what is commonly referred to as a “sales process”.  Before you roll your eyes, I am not talking about layers of consult speak accompanied by endless graphs, leading to mostly confusion. A sales process is a set of actions executed ... Read More »

Is Your Pipeline Managing You?

Is Your Pipeline Managing You?

Are you managing your pipeline, or is your pipeline managing you?  Pipeline management is integral to sales success, but many confuse having a pipeline with managing their pipeline, and if your fiscal year ends December 31, the question, and the distinction between the two is even more relevant. Part of the issue is the mixed signals many reps receive; on ... Read More »

I Manager?

I Manager?

Sports make for great sales analogies, given some strong similarities in the success factors.  One specific is the fact that great players do not make the best coaches, and some of the best coaches were either no name players, or never played in the premier leagues.  The different is that in sports they have come to accept this, but in ... Read More »

How to Shorten Your Sales Cycle

Shorten Your Sales Cycle

My friend Barry, a professional driver, regularly drives from Toronto Ontario to Long Beach California, roughly 4,100 KM. I have done the same drive so we often compare notes about restaurants, places of interest, etc. Interestingly, he tends to make the drive in about 2.8 to 3 days, while it usually takes me 4.75 to 5.5 days. We both go ... Read More »

Hire a Sales Pro, Not a Product Guy

Sales Pros, Not Product Pros

People are creatures of comfort, they stick close to what they know, and who they know, and will often go out of their way to stay in their comfort zone. Staying within your comfort zone can have a negative repercussions when hiring sales people, this is especially so for manufacturers, the trades, product specific companies, and other sectors where “product ... Read More »

Five Proven Ways to Get More Appointments

Five Proven Ways to Get More Appointments

This time of year you see a lot of surveys about sales, views of sales leaders and their goals for the year ahead. One consistent theme is the need for more prospecting both within existing accounts and for new clients. This can not be accomplished without getting appointments, probably the least liked activity for all sales people, veteran or new. ... Read More »

Demand Side Selling

Demand Side Selling

If sales were to be defined in terms usually used by economists, and you asked sales people whether they were on the demand side or the supply side of the equation, most would tell you that they were on the supply side. In fact, when you work with and observe sales people, despite what they might say, they act and ... Read More »

Brother, Spare A Sale?

Brother, Spare A Sale?

Last year there was a major controversy in Toronto around panhandlers and others on the street and their impact on tourism and the like. All this was sparked by an unfortunate set of events. Of course, the solution proposed by the ever-enlightened leadership in the city was to ban all these people. As there was no rug on the street, ... Read More »