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sales performance

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!

How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

Small businesses often find themselves at a disadvantage when competing with larger, well-established companies. However, they can still succeed. It requires them to think creatively and strategically and to develop unique approaches to win customers over. One approach small businesses can take is implementing the Fragment Sales Strategy. This approach is advantageous when small companies find themselves in David vs. Goliath-type sales campaigns, going up against larger competitors with more resources, references, and success stories.… How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

March Madness Teaches Us Great Coaching Techniques

March Madness teaches us great coaching techniques Posts Subscribe March Madness teaches us great coaching techniques Published: Tue, 03/14/23 I hope that you enjoy my latest newsletter View the online version of this email. It is time for March Madness! I hope that your favorite team wins. In addition to doing a bracket pick, you may want to consider supporting a charity. Two of my adult children do a squares-based (i.e., total luck – no… March Madness Teaches Us Great Coaching Techniques

Sales Coaching: A Key Tool for Achieving Business Growth in B2B Sales

Sales coaching has become integral to the modern business environment, particularly in business-to-business (B2B) sales. The sales coaching process enhances salespeople’s skills, knowledge, and capabilities to achieve their goals, deliver value to customers, and improve organizational performance. In this article, we will examine the importance of sales coaching in B2B sales organizations, explore the best practices for effective coaching, and discuss the key benefits that result from a well-executed sales coaching program. Sales coaching has… Sales Coaching: A Key Tool for Achieving Business Growth in B2B Sales

Maximizing Sales Performance: The Power of Coaching

As a small business owner, you know that your company’s success depends on your sales team’s performance. That’s why providing your team with the tools they need to improve their skills and achieve goals is crucial. Regular coaching sessions help your sales team grow and perform at their best. Identify Areas of Struggle and Success Coaching allows you to identify areas where sales team members are struggling; while recognizing areas of success. You help your… Maximizing Sales Performance: The Power of Coaching

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

A Vice President of Sales plays a critical role in the success of a business by overseeing and leading the sales team to achieve revenue targets. To be effective in their position, the VP of Sales must be able to focus on strategic decision-making and high-level planning while delegating operational tasks to a capable team. One way to facilitate this delegation is through a virtual assistant, who can perform various functions that support the VP of Sales and the sales team. Here are some ways a virtual assistant can add value to the role of VP of Sales.

92% of Small Companies Don’t Do Much Sales Training

The benefits of sales training for your employees are numerous. By providing training on best practices in B2B sales, you’re investing in the skills and knowledge of your sales team. This can translate into increased sales, higher revenue, and a more robust bottom line. Additionally, a well-trained sales team can improve customer relationships, build trust with prospects, and increase customer loyalty.

95% of Small Business Say They are Below Average or Worse in Their Sales Performance

We are almost done tabulating the results for the grading of small businesses. Every year, Sales Xceleration asks the CEOs and owners of small businesses to grade themselves on how well their company is running its sales operations. Like last year, 95% of all companies couldn’t get to the “average” level of execution. But 2022 was worse than last year since more companies graded themselves as “Poor” rather than just “Below Average.”  It is okay… 95% of Small Business Say They are Below Average or Worse in Their Sales Performance

Fractional Sales Leadership Increases the Value of My Client by 167%

A common question that I receive is about the value of adding fractional sales leadership to their company. I typically answer their concern with a story about one of my clients who had a fantastic experience and increased the company’s value by 167% in about 12 months. The true benefit of the efforts of fractional sales leadership is that revenue and pipeline will increase your company’s value. Several years ago, I was hired by a… Fractional Sales Leadership Increases the Value of My Client by 167%

Build a Path to More Sales

I was interviewed by Subkit. You can read the full article here: https://gosolo.subkit.com/new-sales-expert/, but they were nice enough to allow me to reproduce it here. Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Sean O’Shaughnessey, CEO and President of New Sales Expert, LLC., located in Mason, OH, USA. What’s your business, and who are your customers? I am a fractional Chief Revenue Officer.… Build a Path to More Sales

Skinned Knees – 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.

Read the rest of the article…