Ready to Hire Sales Winners?

Ready to Hire Sales Winners?

Apply a Drop of Science Okay. We understand. You’re downright tired of new sales hires’ failure to launch. You trained, coached, motivated. Nothing worked. But did you hire the right person in the first place? CSO Insights’ studies show the average sales team’s annual turnover hits around 25 percent with half quitting and half fired. Out of 100 salespeople, 25 are lost every year.…

5 Ways to Sell Higher to Executive Buyers

I am sure, like me, you’ve taken a cross-country flight when all of a sudden the flight gets a whole lot bumpier. And everyone’s stomach rises to their throat. To smooth out the turbulence, the pilot takes the aircraft to a higher altitude. In sales, too, you can smooth out turbulence by “selling higher” in the prospect organization. Here, there are fewer gatekeepers, cautious…

Four Reasons Why Companies Waste 90% of Sales Training Dollars

Companies spent more than $70 billion in training in 2015, a 14 percent increase from the previous year’s study. Of that, $3.4 to $4.6 billion is spent on sales training providers.1 However, 85 to 90 percent of those training dollars fail to impact after the first 120 days 2  ending up with billions of dollars in training waste with short-lived benefits. As a profession,…

Is Differentiation Dead? You Can Win Without It

All companies wrestle with the numbing sameness of commodities. Everyone tries to differentiate their products and services from those of the competition. They’ve learned differentiation is a necessary part of business strategy to outperform the competition. But in industry after industry, products and services quickly blur before the eyes of the average buyer because there is no real differentiation. “A commodity is simply a…

Don’t Get Caught in the Commodity Trap

Entrepreneurs get caught in “The Commoditization Trap,” no matter the size or nature of their businesses, says Dan Sullivan, the Strategic Coach.® The best description of this trap comes from the book, The Lexus and The Olive Tree by Thomas L. Friedman: “A commodity is any good, service or process that can be produced by any number of firms, and the only distinguishing feature…

Top Sales Performers vs. Under Performers — 5 Key Questions to Ask To Tell You Who’s Who

Over the last several years I have been working with many organizations focused on improving sales performance, and they all have one goal in common: To add new salespeople to their sales teams. It’s amazing how each of these companies are quick to hire salespeople with no formal process. Each company shared countless hiring stories where they were disappointed about how the person performed.…

13 Must-Knows For Sales Leaders

As a sales leader with limited time and resources, how do you prioritize your sales improvement initiatives to ensure you get the highest return on your investment? And how do you know what kinds of projects are worth investing in and in what priority? Too many sales performance improvement projects begin with general assumptions about what’s needed before determining the specific root causes of…

Learn to Love the 57% Zone — Where Your Prospect is Your Biggest Competitor

As a sales leader, did you ever imagine that your own prospect would compete with you? The digital age has made it possible. We see more and more prospects buying differently today, and more marketing teams working hard alongside sales to come to terms with the change in the prospect buying process. The 57% Zone Prospects and buyers do not contact a sales organization…

Will You Meet Your 2015 Sales Numbers?

FOUR Ways to Reach Sales Effectiveness The pressure to meet sales goals, especially with B2B complex sales, has never been more difficult. Faced with more informed buyers, more decision makers and stronger competition, sales leaders need to clarify which competencies will lead to world-class results, and then focus resources on the tools and best practices to pave the way. Given the limitless ability of…

Free E-book: Convert More Sales with One Simple Strategy—Time Your Content Distribution to the Movement of Prospects Through the Sales Funnel

This is The One Piece of Advice You Need to Make Your Content Carry it Weight in Leads The world of content marketing can be a confusing place. And everyone has an opinion on what’s right. One area you won’t hear a lot about is how to match-up your content to where the buyer is in his buying cycle. Is he or she just…

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New online training course, B2B Complex Sales Success Course for the MERGE 2.0 sales process is now available! Learn more