2020 was hard, but don't forget all the good that happened, too.
I'm throttling back this week and next. I'll be reflecting on 2020 and thinking about 2021 as I "make gifts" from the pages of the Coal Miners' Gourmet Cookbook written by my sister and cousin in 2005. It's rejuvenating.
2021 will be opening with "packaged" consulting services.
If you want sales help and need to start small, I'm here for you.
Check out the options, and schedule a no-obligation Zoom with me.
For me, being honest is part of the ethics of Conscientious Capitalism, and it's why I believe that it's not only possible to make money without doing harm or sacrificing your ethics, it's the only way worth doing so.
Looking for gift ideas or good reads for yourself? These titles are from friends of mine. I would recommend them even if they weren't written by people I know.
CB&A has published their annual edtech research report. "Knowing what key trends are affecting education marketers will keep you one step ahead of this rapidly changing business environment. We hope these insights prove valuable as you craft your plans for the coming year and beyond."
Download your copy.
Separately, Confirmed Strategic Scheduler is offering a free webinar demonstration for how to be more successful at managing your time and getting meetings scheduled.
The greatest engagement these last two weeks came from this meme. Dr. Stephanie Hinshaw's article really spoke to me, and so I created the meme with her permission.
What does it take to make quota? It starts with things often out of the control of your sales people. Things like product-market fit, good market segmentation, an understanding of buyer personae, and more.
When it comes to executing a sales process, that's on sales.
My first ASU+GSV Summit was really informative, and I share links to sessions on AI and what's happening in China.
A powerful way to begin establishing trust and credibility is by being able to quantify the value proposition your solution offers. I share a 4-step process for thinking about the "formula" for calculating yours.
I was humbled and excited to have been invited to an episode of the YouTube and Facebook livestream show, "Journey to CEO."
Hosts R. Shawn McBride, Dr. Ann Gatty, and I shared our experiences and ideas on how to increase sales in these uncertain times by adapting sales strategy, adjusting sales process, delegating decision-making, and the role of CRMs.
(Aug 11, 2020) It's still a bit surprising how often I hear a sales process defined in terms of numbers of touches; i.e., how many emails, voicemails, InMails, etc.
I learned a long time ago that "the numbers game" is certain to do one thing, and that's to keep sales people busy. What I've also learned is that those necessary activities are not a sales process.
(July 9, 2020) Seems like webinar tips could be helpful during the pandemic, and not just for joint customer webinars.
Lobster on the Titanic? It's apropos to today's version of capitalism according to Mr. Darren Walker, president of the Ford Foundation.
(Sept 26, 2019) A powerful way to begin establishing trust and credibility is by being able to quantify the value proposition your solution offers. This 4-step process provides a way to think about the "formula" for calculating yours.
(Sept 18, 2019) Developing a sales strategy and turning it into a process that sales people can execute successfully can seem daunting for those who haven't done it before. It's also not something easily "hacked" (is that still a thing?), but I've found that asking and getting answers to the 3 Big Questions is a very effective way to provide the direction and support sales needs to keep them focused and generating more predictable outcomes.
(Sept 11, 2019) Project plans are a great way to understand and manage all sorts of things that people and teams work on, and sales is no exception. Sales, when thought of and approached as a process, lends itself extremely well to a Sales Project Plan. You can download the Sales Project Plan template from the Free Sales Resources page.
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