Kicking The New Year Off Right

Kicking The New Year Off Right

In the next half hour you'll hear about the differences between quotas, goals, and stretch goals, and how to design each of them. One key takeaway is the idea that your entire team should be a part of the goal-setting process - that way you can ensure they buy into the organization's vision as a whole. I also reiterate why it's critical to measure your sales variables, and give you some ideas for taking action to improve your sales process today. 

What is a VP of Sales or CSO

What is a VP of Sales or CSO

One critical (but often glossed-over) aspect of your successful sales team is your VP of Sales or Chief Sales Officer (CSO). Too often, companies stick this title onto the name of their best salesperson without giving thought to the intricacies and potential of the job.

In this episode, I break down the three most important responsibilities of a VP of Sales. This job is far more than just a title - ideally, your CSO should be overseeing and implementing the sales strategy of your entire sales staff. I talk about how great VPs of Sales should function within their department and within the company as a whole, and I touch on the super-important management aspects of the job, too. 

Persistence

Persistence

In this episode, I talk about how being persistent has shaped my career and company. I cover why you should always treat a potential client as if they're going to work with you, and how to turn a "no" into a positive way to keep moving through the pipeline. I also touch on finding ways to win along the way and staying creative in your sales approach.

Sales By The Numbers

Sales By The Numbers

In this interview, Ana and I talk about how meeting her sales quotas gives her both a sense of accomplishment and an accurate snapshot of her daily progress. She also touches on how her numbers help her structure her day so it's most productive, and how they can provide a valuable check-in when she's not meeting them. We also discuss the role of management in working with salespeople that are meeting their numbers and continually improving, not just harping on those that are falling short. 

How to Set Up Your Pipeline the Right Way

How to Set Up Your Pipeline the Right Way

On this episode, we’re pulling back the curtain on the ways to provide a high-level overview of your sales processes that will allow you to manage the health of your sales organization and understand where any deal is at any point in its lifecycle – the pipeline. We cover what the pipeline actually is, why it’s so important, and the management’s role in making sure the pipeline is properly executed

The Pivot

The Pivot

On this episode, I share some of my own personal pivots that I’ve been through and give you some tips that will help you execute these changes the right way. Join us to discover what you can do in order to ensure stability as you’re working through the pivot, how to finance it, and most importantly, how to not get lost in the work and emerge more successful more successful after the changes are implemented.

Conducting a Successful Needs Analysis

Conducting a Successful Needs Analysis

On this episode of BizSprints, I share the tips and tricks that our sales team and I utilize to help ensure that not only we’re collecting the needs of our clients, but we’re also confirming that they are the real needs of their organization that are going to impact and drive their business forward. Tune in to discover how you can craft a proposal specific to your prospect's needs, build the expectations, and show that you understand EXACTLY what they need to have done.

Building Your Network and Pipelines

Building Your Network and Pipelines

Welcome back to the first episode of the second season of BizSprints Podcast where we share useful tips and tricks to help drive your business forward! We’re really excited about this new season and can’t wait to share the incredible interviews that we have lined up for you to help you grow your business at a pace that you’re not going to believe.

Just Smart Enough To Hire Brilliant People

BizSprints Episode 11

 

TOPIC LINKS FOR THIS SHOW INCLUDE:

  • Source: Inc. Magazine Online
  • Title: Why Apple Cares So Much About Bill Campbell
  • Article URL:  http://goo.gl/NoY9nr

  • Source: Inc. PC Magazine Online
  • Title: The Best Video Conferencing Services of 2015
  • Article URL:  http://goo.gl/O7TVUi

Taking A Stuffed Animal To The Spa

BizSprints Episode 9

TOPIC LINKS FOR THIS SHOW INCLUDE:

  • Source: Help Scout
  • Title: 10 Stories of Unforgettable Customer Service <Last Story>
  • Article URL:  https://goo.gl/JIXUPl

  • Source: CBS Channel 6 News 
  • Title: Vacuum salesman invited to a birthday party for a child with autism moved the room to tears
  • Article URL:  http://goo.gl/m9Rp0e