Sales Archives -  Vistage Executive Street Blog

Stop talking about sales: Create a revenue strategy

Stop talking about sales: Create a revenue strategy

Stop talking about sales, selling, sales people and how they need to get better, learn to close, improve their prospecting and live up to their Read More

Rethinking sales activity management

Rethinking sales activity management

I’ve never liked sales activity “point systems.”  I’ve always looked at them as a crutch for management that couldn’t simply lay out a road map Read More

3 ways to win over a sales prospect

3 ways to win over a sales prospect

Picture this: A sales manager is meeting with a salesperson to discuss why his once-full sales pipeline is now empty. The salesperson has an explanation. Read More

Does your sales organization train like a garbage company?

Does your sales organization train like a garbage company?


Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly Read More

Is failure really not an option?

Is failure really not an option?

We’ve all heard the phrase, “You learn more from your failures than successes.” Now, let’s apply the emotional intelligence skill of reality testing. Companies and Read More

7 steps to build a sales culture in your organization

7 steps to build a sales culture in your organization

In my years of experience working with (and for) companies large and small, I have discovered that there is a common element to the most Read More

Why Technology Can’t Replace Great Salespeople

Why Technology Can’t Replace Great Salespeople

Disruptive technology” is the new buzz phrase in business. It’s described as innovation that helps create a new market and value network, and Read More

Which Sales Strategy Is Right For Your Business?

Which Sales Strategy Is Right For Your Business?

Several runners of a half marathon in Bangalore, India abandoned the race when they found out that the pace car missed a turn, leading nine Read More

My sales team doesn’t ask enough questions

My sales team doesn’t ask enough questions

“My sales team doesn’t ask enough questions.”  This complaint consistently ranks in the top three voiced by CEO’s and sales managers.  There are hundreds of Read More

One Easy Way To Close More Business

One Easy Way To Close More Business

There are hundred books written on how to close more business. Ask questions to insure you know the prospects goals and challenges. Read their personality Read More

What’s the Difference Between Sales and Marketing?

What’s the Difference Between Sales and Marketing?

Fridays with Vistage is a webinar series on relevant, timely and actionable business topics to help you generate results in your business. On Friday, September Read More

Would Your Sales Teams Pass the Marshmallow Test?

Would Your Sales Teams Pass the Marshmallow Test?

In the early 1960’s, Walter Mischel, professor at Stanford University conducted the infamous marshmallow test.  Mischel and his team of researchers tested four year old Read More

How to reach a sales commitment in 15 minutes

How to reach a sales commitment in 15 minutes

When we tell someone what we do (we normally sound just like our competitors) or what our product does, we have to hope the suspect Read More

Sales Commitment – Are You Doing What You Said You Would Do?

Sales Commitment – Are You Doing What You Said You Would Do?

In a recent blog, I shared my new favorite book, authored by Stephen M.R. Covey, The Speed Of Trust. I shared Covey’s work regarding the Read More

Two Reasons Your Value Proposition Has No Value

Two Reasons Your Value Proposition Has No Value

It’s called an elevator pitch, a 30 second commercial and a value proposition.    Whatever you choose as a name, the goal is the same:  deliver Read More

Three Reasons Your Sales Pipeline Is A Petting Zoo

Three Reasons Your Sales Pipeline Is A Petting Zoo

Meet Eddie. Eddie is a prospect that has been in the sales pipeline and forecast WAY TOO long. You know this prospect. He is the Read More

The Emotionally Intelligent Sales Manager – Two Ways EQ Improves Sales Leadership Results

The Emotionally Intelligent Sales Manager – Two Ways EQ Improves Sales Leadership Results

Emotional intelligence and sales are usually not even put in the same sentence.  Sales management professionals often confuse emotional intelligence with being soft and a Read More

The Number One Reason Your Sales Team Writes Practice Proposals

The Number One Reason Your Sales Team Writes Practice Proposals

What is a practice proposal?  Practice proposals  are those time consuming documents created for prospects that have no intention of doing business with your company.  Read More

The 20th Century Revenue Myth

The 20th Century Revenue Myth

At the start of the 20th Century, there were no CEOs, CIOs, CTOs or CFOs. There was no Lean or Six Sigma.  The first Read More

Five Steps to Successful Telephone Prospecting

Five Steps to Successful Telephone Prospecting

To paraphrase Mark Twain, “The rumors of telephone prospecting’s demise are greatly exaggerated.” There’s a reason for that.  Today’s plethora of social networking tools have Read More

No Comparison between Landing Big Deals and Winning the Super Bowl

No Comparison between Landing Big Deals and Winning the Super Bowl

Contrary to the popular expression, in the world of sports, winning isn’t everything. It turns out coming in second isn’t bad either. When you come Read More

Are you confusing being busy with being productive?

Are you confusing being busy with being productive?

You’ve all seen this salesperson.  He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for Read More

5 Changes You Must Master to Succeed in Today’s Selling Environment

5 Changes You Must Master to Succeed in Today’s Selling Environment

One of my clients has a veteran salesperson, let’s call him, Bob.  I’ve known him for years.  Bob is a very charismatic person, an absolutely Read More

The Myth of a “Sales Focus”

The Myth of a “Sales Focus”

The myth of a “Sales Focus”

  • We are a “sales-focused” organization!
  • This year’s strategy is to focus on sales.
  • Nothing moves until you sell something.
  • Read More