Category: Sales

Are You Ignoring a Bad Business Strategy?

Are you ignoring a bad business strategy? Your business strategy is a determining factor in whether your sales “will” or “will not” grow faster than your competition’s. Does your business have an “unusual offering” that is critical in the buying decision of your target customer or not? Most businesses either have an “unusual offering” that…

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Building Your Sales Force in 2014

A common concern in many companies is the number of salespeople that fail to meet established quotas. I believe a main factor for this occurrence is that leaders do not devote enough thought to understanding “who” they need in a salesperson. Sales is a very broad profession with many different types of salespeople earning between $30K to more than $1 million per year in compensation. The salespeople you need for your situation require a special mix of skillsets, personality types, experiences, knowledge, and likeability to succeed. Leaders often fail to realize the complexity of this issue.

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Helping Small Business Grow – Create Value Proposition

I am often surprised by the insufficient attention small- and middle-market companies focus on improving their top-line growth. I see more talk than action, particularly in the business-to-business arena, where most of the companies are very good at delivering their products and services. This is the second in a series of articles exploring the reasons for small- and medium-sized businesses having growth issues. This article shares Activate Group’s second “secret” to helping your small business grow: “Unusual Offering.” Most businesses either have one that their prospects don’t know about, or they don’t have one and are not facing it.

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Add Process Excellence to Art of Selling

Standards and processes permeate nearly every functional area in business, from accounting, finance and operations to IT, human resources and now, even marketing, and for good  reason. Processes and standards enable management to control the controllable so they can focus attention and resources on the more difficult issues that can stagnate sales and revenue and…

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How to Help the Salespeople Win

Early Autumn should be the time of the year when executives begin to worry about next year’s performance and to contemplate changes that can improve their chances of success. Many put this off until it’s closer to year-end and should have been thinking about this much sooner. The easiest target is usually the sales organization,…

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Using Sales Process To Build A Culture of Winning

In sales, the main objective is to WIN the deal. In our experience working with many great sales teams, we’ve found one overarching commonality: If you want to win, you must always know where you are in your organization’s sales process, and what next steps are necessary to effectively close the deal. The concept of…

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Start Sales Planning for 2013

When the calendar turns to a new year, many salespeople suddenly feel like their troubles are behind them, and “this year” is going to be a lot better. While I think it is great to be optimistic, I also think that there are no real solid economic trends that clearly indicate that 2013 will be…

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