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Sales Management

What An MBA Didn’t Teach You About Sales

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth:

because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

I call this blog, Skinned Knees because I try to relate all of the learning that I have done over the past 4+ decades (while skinning my knees in the learning process).

I hope that you learn from my mistakes so that your business will grow!

Tip #9 of 12 – How To Start The New Year STRONG! – Optimize your LinkedIn profile for sales

In today’s hyper-competitive business environment, standing out is more important than ever. For salespeople and sales managers looking to build their network and gain exposure within their industry, optimizing a LinkedIn profile is one of the most effective ways to establish credibility, grow your professional brand, and find new business opportunities. With all the noise out there competing for attention, an engaging and well-optimized LinkedIn profile can make you stand out from the pack by… Tip #9 of 12 – How To Start The New Year STRONG! – Optimize your LinkedIn profile for sales

Tip #8 of 12 – How To Start The New Year STRONG! – Check in with prospects that went another way

We are coming down on the end of the year and are now on the 8th video in my series of how to start the New Year strong so that you achieve more revenue next year. In this eighth video in the series, I encourage you to return to the deals you lost. It’s never a pleasant experience to lose a deal, but sometimes it’s inevitable. If you take the time to properly and strategically… Tip #8 of 12 – How To Start The New Year STRONG! – Check in with prospects that went another way

Tip #7 of 12 – How To Start The New Year STRONG! – Check in with current clients

Sales is about finding the best ways to reach new customers and grow your business efficiently. However, it’s essential not to overlook what you already have. Your current clients are one of your most valuable resources for growth – by serving them better than ever, you can open up a whole world of possibilities for expansion and success. In this video, I will challenge you to leverage your relationships with existing clientele to maximize opportunities… Tip #7 of 12 – How To Start The New Year STRONG! – Check in with current clients

Tip #6 of 12 – How To Start The New Year STRONG! – Embrace new technology

New technologies are dramatically changing how businesses operate across all industries, from analytics to artificial intelligence and from automation to social media. As our world becomes more technologically advanced, so does the competitive landscape for salespeople looking to grow their organizations. To stay ahead of this curve, salespeople must learn to embrace these growing technological trends and leverage them for competitive advantage to remain successful in today’s marketplace. In this video, we’ll explore how these… Tip #6 of 12 – How To Start The New Year STRONG! – Embrace new technology

Tip #5 of 12 – How To Start The New Year STRONG! – Know your customers better

Whether you’re a salesperson or manager, understanding how and why prospects make and lose money is a crucial element in helping them make intelligent business decisions. Knowing this can help you hone in on the solutions you offer that will benefit their bottom line, making it easier to close more deals. In this video, we explore the following: This is the 5th video of 12 that explores how you can start the new year strongly.… Tip #5 of 12 – How To Start The New Year STRONG! – Know your customers better

Tip #4 of 12 – How To Start The New Year STRONG! – Improve Time Management

As we turn the page on a new year, it’s time for salespeople and sales managers to put their best foot forward by establishing efficient and practical time management habits. Every successful salesman knows that prioritizing goals correctly, staying ahead of deadlines, and honing in on your target audience are hallmarks of a successful selling approach. By beginning the new year off with practical strategies for better utilization of time spent working, you can create… Tip #4 of 12 – How To Start The New Year STRONG! – Improve Time Management

Tip #3 of 12 – How To Start The New Year STRONG! – Be (more) curious

The New Year is almost here. If you are in Sales, life is easier if you get out of the gate with incredibly strong revenue. One of the best ways to do that is to plan ahead for the activities that will influence your revenue production. We have all heard of the 12 days of Christmas. This post is part of my series of 12 posts on how to strongly start the new year and… Tip #3 of 12 – How To Start The New Year STRONG! – Be (more) curious

Tip #2 of 12 – How To Start The New Year STRONG! – Set a big goal for the year ahead

We have all heard of the 12 days of Christmas. This post is part of my series of 12 posts on how to strongly start the new year and drive revenue for your company and you. In this video, we discuss the following: GOALS MATTER! Always start the New Year committed to making 100% of your quota! In fact, you should set a goal of OVER 100% of your quota! You can check out all… Tip #2 of 12 – How To Start The New Year STRONG! – Set a big goal for the year ahead

Presentation to FocusCFO meeting

I was honored to present “The States of Sales in Small Businesses” at the annual meeting of FocusCFO. This presentation compiles data from the survey of thousands of business owners regarding their sales practices. Sadly, very few small businesses excel at sales, which is why they need to hire high-quality fractional Vice Presidents of Sales, like the services provided by New Sales Expert, LLC.

FocusCFO provides CFO services on a fractional basis, meaning clients get all the advantages of a full-time CFO on flexible and affordable terms, working under a recurring schedule that fits within their budget. With a CFO on the management team, the entrepreneur is free to focus on what they do best: building great products and services and growing revenue.

Small and mid-sized businesses benefit from FocusCFO’s industry-leading model.

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