We are in the final weeks of 2022 and some sales teams need to close more deals before year end to make quota. The big question is “What can I do in the last few weeks of the year to close more sales?” Here are four year-end sales tactics. Work your best opportunities and best […]
Read MoreManagement
Change How You Sell to Drive More Revenue
Posted by David Wallace on September 13, 2022
Over the last 20 years, technology and the internet have changed how buyers buy. Rather than relying primarily on vendors’ sales reps for information about problems and solutions, products and features and how to get what they need to run their business, buyers have taken ownership of the process to manage their own time, do […]
Read More5 Reasons Why You Should Engage On-Demand Executives from TechCXO
Posted by David Wallace on July 12, 2022
On-demand executives have become more accepted in the marketplace. Even before Covid introduced fundamental changes to how we do business, companies were looking for efficient ways to access the expertise they need to grow their business when, and only when, they need it. Here are five reasons why you should engage on-demand executives from TechCXO. […]
Read MoreProcess 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 […]
Read MoreThe 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 […]
Read MoreWithout 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 […]
Read More1st 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 […]
Read MoreThe One Thing You Should Do to Drive Consistent Sales
Posted by David Wallace on December 6, 2021
Concern… anxiety… fear of limitations. These are common reactions from small business owners and founders when I recommend implementing sales processes. They are concerned that a process-driven sales organization will stifle creativity and innovation. They also express concern that processes will make their company less nimble and agile. In a word, they are concerned about […]
Read MoreDo You Drive Customer Success?
Posted by David Wallace on November 12, 2021
Many companies focus on marketing and sales. After all, marketing helps you understand on your markets, find prospects, and communicate your message so that they become receptive to your products and services. Sales uncovers prospects’ needs, develops solutions and drives revenue by applying those solutions to meet the customers’ needs. However, once the sale is […]
Read MoreBase Salary + Commission – What’s the Optimal Mix?
Posted by David Wallace on September 14, 2021
The debate is ongoing about what percentage of total compensation should be base vs. commissions. Ideally, you want to pay enough base salary so that your sales rep doesn’t need to worry about meeting basic obligations such as food, rent/mortgage and car payments. But you want to avoid paying too much. You don’t want your […]
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