Sales Archives -  Vistage Executive Street Blog

Focus on Business Results Not Resources

Focus on Business Results Not Resources

Early in my prior business, I learned a valuable lesson about why it’s important to focus on business results. This lesson cost my team the Read More

How to Write a Winning Business Proposal

How to Write a Winning Business Proposal

In a perfect world, business proposals are offer solutions to problems faced by prospective customers. Business proposals are supposed to help buyers get the exact Read More

Creating Revenue Growth in the 21st Century

Creating Revenue Growth in the 21st Century

You will successfully sell to prospective buyers when:

1. You proactively compel them to invest in the buying process

2. Buyers opt in as a Read More

Are You Set to Grow in 2014? Creating Clear Performance Goals

Are You Set to Grow in 2014? Creating Clear Performance Goals

Do your employees understand what you want?  Resolve to create performance clarity.

This is the 2nd installment of a discussion about fuzzy job Read More

Help Your Team Recover From Overpromising to a Client

Help Your Team Recover From Overpromising to a Client

While speaking at a recent event, one of the attendees raised a great question. He asked, “What if you realize that you have indeed Read More

3 Musts for Your Sales Teams to Win with Digital Marketing

3 Musts for Your Sales Teams to Win with Digital Marketing

Businesses that have been successful using traditional marketing and sales models and methods tend to treat digital marketing efforts as an addition to what they’re Read More

Is it Time to Sell the Company?

Is it Time to Sell the Company?

Every CEO encounters a time when they will sell their company.  They either want to, need to, or should.  A company is merely a means Read More

Your Price is Too High! How to Handle this Most Common Sales Objection

Your Price is Too High! How to Handle this Most Common Sales Objection

During a recent workshop session an attendee asked, “What should we do when the customer comes back saying that we were not selected because Read More

Do You Take for Granted that which is “Taken for Granted”?

Do You Take for Granted that which is “Taken for Granted”?

So many companies do and it cost sales each day.  Let me explain:

There are so many things a customer expects from you in their Read More

FOCUS – The Competitive Advantage for Sales Organizations

FOCUS – The Competitive Advantage for Sales Organizations

Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running Read More

How to Transition from Traditional Sales to Digital Marketing

How to Transition from Traditional Sales to Digital Marketing

Marketing and selling are changing radically in all industries.  It’s 2014 and most business leaders have accepted that focus on social media, web and search Read More

Why I Must Fire My Friend and First VP of Sales

Why I Must Fire My Friend and First VP of Sales

He was my 3rd employee.  Once, we didn’t get paid for 4 months and  he stayed with me.  Together we closed the deal that Read More

The Era of the Informed Customer: Have You Changed How You Sell?

The Era of the Informed Customer: Have You Changed How You Sell?

The Wall Street Journal reported that UPS struggled with last minute Christmas demand from Amazon, Kohl’s, Wal-Mart and other online sellers. It should be no Read More

3 Essential Elements for the Best Elevator Pitch

3 Essential Elements for the Best Elevator Pitch

Does your Elevator Pitch rise to the top, or sink to the Basement? At a recent networking event, the host asked each person to give Read More

Sales: Are We Looking Through Our Own Glasses?

Sales: Are We Looking Through Our Own Glasses?

There is a glass sitting on a table with water filled halfway up the glass. Some see the glass half full, some half empty. Which Read More

How to Price Business Services

How to Price Business Services

How do you set pricing for your business services? I graduated from one of the top 25 economic institutions in the world. I attended many Read More

Dangers to Personally Owning Your Sales Proceeds

Dangers to Personally Owning Your Sales Proceeds

Being a salesperson is a tough job; as the middleman, you subject yourself to many dangers. One such danger is consumers coming back and suing Read More

Why Phone Calls and Meetings Don’t Result in Sales

Why Phone Calls and Meetings Don’t Result in Sales

Do you believe the more people you contact, the more business you or your team will obtain? Though it might sound logical to think “more Read More

Are You Attracting Real Customers or Looky Loos to Your Business?

Are You Attracting Real Customers or Looky Loos to Your Business?

The most common concern I hear when I suggest narrowing the focus of a marketing or sales message is “If we do that, we Read More

Social Media and the Return of the Customer Relationship

Social Media and the Return of the Customer Relationship

Remember when sales were built on personal relationships with customers? I do.

My grandmother sold shoes for a Read More

Want to Hire Great Sales People? Look for these 2 Qualities

Want to Hire Great Sales People? Look for these 2 Qualities

I am often asked by my clients to interview potential sales representatives for their teams.  During the candidate’s interview, it is easy to be swayed Read More

Sales Forecasting: From Voodoo to Science

Sales Forecasting: From Voodoo to Science

I hear it all the time.  All across the board, sales VPs, managers and business owners are frustrated with the lack of “science” when it Read More

The Power of Pricing: How to Improve Your Pricing and Profits

The Power of Pricing: How to Improve Your Pricing and Profits

Your sales team defines price as what’s on the invoice.  Your CFO defines price as ‘what we take to the bank’.  Your customer says price Read More

3 Ways to Effectively and Profitably Compete with Competitors

3 Ways to Effectively and Profitably Compete with Competitors

If you think you’re in a commodity business, selling commodity stuff, YOU and your company are contributing to that perception, because YOU believe it.

Price Read More

Identifying and Defining Your Ideal Customer

Identifying and Defining Your Ideal Customer

Russ Riendeau is a senior partner of East Wing Group, Inc.—a retained search firm that has worked with Read More