Author Archive

Process vs Initiative

Posted by David Wallace on June 9, 2022

Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]

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The 3 Ps to Successfully Manage Your Business

Posted by David Wallace on May 31, 2022

You need the three Ps to successfully manage your business – plans, people and process. These are complemented by metrics and results. Plans Plans are your roadmap to achieve the goals you have set for your business. Without plans, your goals simply become dreams that are unlikely to be realized. There are two types of […]

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8 Parts of an Effective Lead Generation Program

Posted by David Wallace on May 17, 2022

An effective lead generation program has eight parts – planning, target, message, roles and responsibilities, communication vehicles, metrics, qualification and follow up. Planning Before implementing a lead generation program, first create your plan. Your lead gen plan identifies: Who you will contact. The “who” is your target audience. This includes how to get lists of […]

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Is Your Marketing Message Effective?

Posted by David Wallace on May 9, 2022

When assessing your company’s message, or the message that your salespeople are delivering to the market, you may ask “Does that ring true?” or “will my message tell people what we do and attract new customers?” While these questions are good to ask, you need to dive a little deeper. Examine your message to ensure […]

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What Does a Sales Development Rep Do?

Posted by David Wallace on March 30, 2022

“What’s the role of a sales development representative?” “How does an SDR’s role differ from that of an account manager or sales executive?” In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce […]

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Without a Plan, You’re Going Nowhere Fast!

Posted by David Wallace on February 8, 2022

A territory plan is an essential sales management tool. Without one, a sales goal is just a number. Without a territory plan, your sales reps will not know what it takes to meet their goals. And you will have no assurance they can get there. You’ll be flying blind. February is the time to conduct […]

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4th and 5th Considerations in Selling Today: Selling and Buying Cycles

Posted by David Wallace on January 31, 2022

This is my fifth and final note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at selling cycles and buying cycles. Selling Cycles Tailor your campaigns to […]

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3rd Consideration in Selling Today: Disciplined Timing

Posted by David Wallace on January 25, 2022

This is my fourth note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at disciplined timing. Disciplined Timing Discipline is necessary when communicating, whether it’s daily, weekly, […]

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2nd Consideration In Selling Today – Media Choices

Posted by David Wallace on January 19, 2022

This is my third note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at media choices. Media Choices Which media or combination of media should you use […]

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1st Consideration in Selling Today: Pull and Push Marketing

Posted by David Wallace on January 12, 2022

In my last post, I identified five considerations that sales reps must employ when selling in today’s world. They are pull and push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at pull and push marketing.  Pull versus Push By some estimates, customers and prospects conduct nearly half of their […]

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