Customers have taken charge of the buying process. Prior to engaging with a sales rep, many customers gather a great deal of information via their own research. When they’re ready to move forward, they’ll reach out to your sales team via a call, email or, often, interaction with your company’s website. Here’s how to make […]
Read MoreSales
Are you taking this 2-step approach to find and engage customers?
Posted by David Wallace on October 24, 2023
He’s Baaaack!
Posted by David Wallace on October 17, 2023
After two years as a partner in TechCXO’s Revenue Growth practice, I’m back to leading Wallace Management Group. I founded this company in 2006 to work with small- and medium-sized companies that experienced robust growth early but have seen their sales growth slow as their business matured. We help clients recognize that “what got you […]
Read More4 Effective Year-end Sales Push Tactics
Posted by David Wallace on November 29, 2022
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 MoreChange 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 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 More8 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 […]
Read MoreIs 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 […]
Read MoreWhat 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 […]
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 More3rd 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, […]
Read More