Sales Leadership News
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Sales Leadership News
A monthly resource dedicated to the success of B2B sales leaders, in their current roles and beyond.
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Sales Leadership News

Sales Leadership News | Sales Leadership News | Scoop.it

I'm a sales performance consultant to CEOs and CSOs. I help companies grow by turning strategy into consistent and efficient sales execution.

 

 

Everett Hill

everett@catalyticadvisors.com

770-674-8480

Everett L. Hill's insight:

Click this article to join more than 2,000 CEOs and sales leaders with a FREE subscription to Sales Leadership News, a monthly resource for driving B2B sales excellence.

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How Safe is Your Sales Culture from ‘Going Wells Fargo?’

How Safe is Your Sales Culture from ‘Going Wells Fargo?’ | Sales Leadership News | Scoop.it

Lessons from the Wells Fargo debacle: three keys to shaping a positive sales culture. --Everett Hill

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It Matters That Your CEO Doesn't Know Much About Sales

It Matters That Your CEO Doesn't Know Much About Sales | Sales Leadership News | Scoop.it
The C-suite is jammed increasingly with functional specialists, but sales appears to be getting short-changed, says Frank Cespedes. What’s needed are more links between the top executives and the customer-facing side of the business.
Everett L. Hill's insight:

Unbelievable that only one of the current Fortune 500 CEOs came up through sales.

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Five Behaviors That Great Sales Coaches Possess

"Great sales leaders are great coaches who tend to exhibit these five behaviors which take rigor and a process to develop to top-performance levels." --Roger Shepard.

Everett L. Hill's insight:

I agree with Roger--great sales coaching and sales leadership are synonymous.

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The Best Salespeople Do What the Best Brands Do

"Brand evangelists — that is, great salespeople — build up support within a market for a brand so that it becomes the brand leader in its category." - Denise Lee Yohn

Everett L. Hill's insight:

Equating great salespeople with brand evangelists is an idea that can galvanize an entire organization.

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Stop Ignoring the Opportunities for Cross-Selling and Upselling

Stop Ignoring the Opportunities for Cross-Selling and Upselling | Sales Leadership News | Scoop.it

"Sales and marketing professionals primarily focused on customer acquisition often overlook one important area of sales potential: cross-selling and upselling to current customers." --Brad Zomick

Everett L. Hill's insight:

Apologies for sharing an article that requires a free signup, but it's worth the read.

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Can you achieve and sustain G&A cost reductions?

Can you achieve and sustain G&A cost reductions? | Sales Leadership News | Scoop.it

"Yes, but not by playing it safe. Set big goals, insist on a cultural shift, and model from the top." --Alexander Edlich, Heiko Heimes, and Allison Watson

Everett L. Hill's insight:

Sooner or later you'll be executing cost reductions. The best are able to do it sustainably. Here's how.

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When It’s Worth Having a Meeting Before Your Meeting

"Pre-meetings play an essential role in the political process of any organization...Before you walk into a potentially contentious meeting, make sure you’ve already held the right pre-meetings." --Andy Molinsky

Everett L. Hill's insight:

Effective pre-meetings are a crucial tool for sales professionals to gain customer alignment in a complex sale.

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Hiring the Wrong VPs of Sales, Over and Over

Hiring the Wrong VPs of Sales, Over and Over | Sales Leadership News | Scoop.it

"If a sales VP in their job for a year doesn’t know, without notes, what I consider to be vital information about their two most important deals, they fail the test. Sorry." --Dave Stein

Everett L. Hill's insight:

Dave highlights again the folly of not following a disciplined process to hire sales professionals. In this case--hiring a VP of Sales--the stakes are significantly higher. 

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5 Reasons Your Sales Team Isn't Selling

5 Reasons Your Sales Team Isn't Selling | Sales Leadership News | Scoop.it

"Sales. It's pretty black and white. For your salespeople, there are several reasons why the closing isn't happening as often as you'd like." --Jeff Pruitt

Everett L. Hill's insight:

Pruitt tells it like it is. Don't be fooled by the fact that this article was published in Inc. I've seen sales teams in Fortune companies suffer from these same woes.

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Keeping data – and people – healthy

Keeping data – and people – healthy | Sales Leadership News | Scoop.it

"Things have changed quickly and dramatically in the healthcare industry – by necessity. Like other businesses, healthcare organizations used to be at the mercy of the IT department. Self-service analytics makes everyone a data consumer and analyst." --Andy De

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18 Ways to Be Irreplaceable to Your Strategic Accounts

18 Ways to Be Irreplaceable to Your Strategic Accounts | Sales Leadership News | Scoop.it

Eighteen insights into Strategic Account Management best practices, distilled from more than 50 presentations during the 2016 SAMA annual conference. -Everett Hill

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Good Vibrations: The CEO’s Practical Guide to Create and Amplify Energy

Good Vibrations: The CEO’s Practical Guide to Create and Amplify Energy | Sales Leadership News | Scoop.it

"The way leaders create, convey, and manage energy throughout their companies can mean the difference between delivering high performance and constantly missing targets. Interviews with 50 current and former CEOs reveal how they generate and transmit energy. Managing energy, CEOs told us, is a critical aspect of their jobs." --R. Torres, P. Tollman, S. Grehl, and E. Sage-Gavin

Everett L. Hill's insight:

A nice bit of research. Energy transmission is a critical skill for sales leaders too.

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How to Revive Dead Sales Leads

How to Revive Dead Sales Leads | Sales Leadership News | Scoop.it

"Effective selling isn’t about finding people who are interested, talking to them once or twice, and then closing the deal. It’s about building relationships with prospects." --Danny Wong

Everett L. Hill's insight:

Wong's prospecting basics bear repeating. I've encountered too many sales professionals who can't or won't follow these 5 simple guidelines.

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6 Statements That Make Salespeople Sound Insecure

6 Statements That Make Salespeople Sound Insecure | Sales Leadership News | Scoop.it

"If you want to sound confident, don't let these sentences pass your lips." --Aja Frost

Everett L. Hill's insight:

It's crucial to sell as a peer, particularly when targeting the C-suite. Frost gives solid alternatives to the "weak" statements.

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Making data analytics work for you--instead of the other way around

Making data analytics work for you--instead of the other way around | Sales Leadership News | Scoop.it

"Does your data have a purpose? If not, you’re spinning your wheels. Here’s how to discover one and then translate it into action." --Mayhew, Saleh, and Williams

Everett L. Hill's insight:

Data analytics in support of the sales function is no longer a differentiator--it's table stakes. Here's how to pursue it effectively.

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7 Things Great Managers Do

7 Things Great Managers Do | Sales Leadership News | Scoop.it

"Regardless of how a manager is chosen or promoted, their choices on how to spend their time will have the biggest impact on the performance of the staff that report to them." --Michael Hintz

Everett L. Hill's insight:

A lot has been published about how salespeople should prioritize their time; less about their front line managers. Mike's focus is spot on.

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When I Say ‘Cheat,’ You Say ‘How Much?’ Why Salespeople Are Easy to Exploit

When I Say ‘Cheat,’ You Say ‘How Much?’ Why Salespeople Are Easy to Exploit | Sales Leadership News | Scoop.it

"“Your judgment gets clouded out in the field when you are pressured to sell, sell, sell." Wells Fargo, 2016? Actually, no. Dial back about twenty-two years – to 1994." --Andrew Rudin

Everett L. Hill's insight:

Rudin supports my central thesis about the Wells Fargo scandal: it's not about inappropriate sales goals, it's about an out-of-control corporate culture.

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Busting The Biggest Myths About Sales Teams

Busting The Biggest Myths About Sales Teams | Sales Leadership News | Scoop.it

Knowing the commercial activity of your business is crucial for its future survival, but often there is a huge gulf between managers´ impressions of how their sales teams operate and the reality. Here are the five biggest myths about sales..."

Everett L. Hill's insight:

It should go without saying that sales leaders cannot lead by remote control, but in the era of CRM and big data, it bears repeating.

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Reorganization without tears 

Reorganization without tears  | Sales Leadership News | Scoop.it

"A corporate reorganization doesn’t have to create chaos. But many do when there is no clear plan for communicating with employees and other stakeholders early, often, and over an extended period." --Rose Beauchamp, Stephen Heidari-Robinson, and Suzanne Heywood

Everett L. Hill's insight:

A good summary of communication best practices for sales leaders on the brink of a major transformation. 

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The 42 Best Pieces of Sales Advice from 500-Plus Selling Experts

The 42 Best Pieces of Sales Advice from 500-Plus Selling Experts | Sales Leadership News | Scoop.it

"Every salesperson has received at least one piece of advice that’s stuck with them: That nugget of wisdom that’s consistently helped them be more productive, help more prospects, or win more deals." --Aja Frost

Everett L. Hill's insight:

Lots of gems here, mixed in with some clunkers. Number 36 is my favorite.

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What sales companies need to get right for digital success 

What sales companies need to get right for digital success  | Sales Leadership News | Scoop.it

"To realize the full value potential of digital, successful sales organizations reorganize top to bottom, front end to back end. Here’s their road map." --H. Hatami, M. Mahdavian, M. Valdivieso de Uster, and L. Yee

Everett L. Hill's insight:

I'm not sure what a "Sales Company" is. Lousy title, but valuable research about what sets fast-growing companies apart.

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How CEOs Can Keep Their Analytics Programs from Being a Waste of Time

How CEOs Can Keep Their Analytics Programs from Being a Waste of Time | Sales Leadership News | Scoop.it

"Despite billions of dollars invested in big data and analytics, the simple truth is that most projects and programs fail to meet expectations. And we have figured out why: analytics forces changes on the C-suite that the CEO has to anticipate and manage, but many don’t." --Chris McShea, Dan Oakley, and Chris Mazzei.

 

Everett L. Hill's insight:

The bottom line on "big data" is really simple: If you're not actively harnessing the power of analytics in your business, you're managing your company to extinction.

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Midsize Companies Shouldn’t Confuse Growth with Scaling

Midsize Companies Shouldn’t Confuse Growth with Scaling | Sales Leadership News | Scoop.it

"The stall point for many midcaps is when they find themselves a $100 million organization trapped in the body of a $30 million company. Looking much like the teenage boy wearing his father’s suit, they haven’t quite grown into the size they’ve achieved. Why? They confuse growth for scaling." -- Ron Carucci

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TEDx secrets to success for every speaker

TEDx secrets to success for every speaker | Sales Leadership News | Scoop.it

"Whenever you step up to speak, you have an opportunity to make a difference...

The next time you are asked to speak, use these tips to make sure your ideas are worth spreading and carry the power to create change."

-Stephanie Scotti

Everett L. Hill's insight:

Before you know it, it will be time to present your 2017 plan. Why not use tips from the best in the presentation business?

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4 essential body language tips from a world champion public speaker

4 essential body language tips from a world champion public speaker | Sales Leadership News | Scoop.it

"A great presentation takes more than smart preparation and execution of verbal skills. Body language is just as important, and the 2014 Toastmasters International world champion of public speaking Dananjaya Hettiarachchi reveals his four best tips." --Justin Gmoser and Richard Feloni

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