How to Adapt the 3C’s Sales Strategy for Virtual Meetings and Drive Success

In today’s digital age, virtual meetings have become the new normal, making it essential for sellers to adapt their strategies. While in-person meetings offer a range of intangibles, such as the ability to read body language and gain undivided attention, there are still powerful ways to leverage virtual platforms. This article will delve into the benefits of in-person meetings, the limitations of virtual interactions, and how you can apply the 3C’s sales approach—Chunk, Close, Create—to thrive in this virtual environment. Why In-Person Meetings Have a Unique Edge The in-person meeting offers unique advantages that virtual meetings often lack. One of [...]

By |2024-09-24T20:50:20+00:00July 7th, 2020|Managing Sales, Sales 101, Sales Advice|3 Comments
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#My Best Sales Advice, Ryan Willumson

2019 was a year to remember for Industry Dive. They were Neal awards finalist, Azbee awards finalist, Washington Post's top workplace, Inc Magazine Fastest-Growing company, Folio 100 list, Deloitte technology fast 500 winners, and ended the year securing a deal with Falfurrias Capital partners to accelerate growth. As we were catching up, I asked Ryan, the CRO, and Co-Founder what was the best piece of sales advice he received. "The best sales advice I ever received was to shut up. You're better off fighting the instinct to fill the air. Learn to be comfortable with an extra beat of silence. [...]

By |2020-02-28T17:08:41+00:00February 25th, 2020|Business, Management, Managing Sales, Sales 101|4 Comments
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4 Reasons to Love Sales

It is not hard to fall in love with sales. Few other jobs offer great pay, expense accounts, and flexible hours like sales. However, when you are struggling, it is easy to become frustrated with the volatility of sales. Most have experienced the euphoria of closing a huge deal or being 25% over quota, winning awards, and having great clients. Whereas we also experience moments of disenchantment, like when a manager gives an unattainable quota, your largest client cancels, a product glitches, or you spend your day dealing with unhappy customers. The highs are very high, and lows can be [...]

By |2020-02-11T14:56:18+00:00February 11th, 2020|Business, General Business, Sales 101|3 Comments
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#My Best Sales Advice, Joe Shaker

New year, new possibilities, new growth, and potentially new team members. Although it has been over ten years since I did a deal with Shaker Recruitment in Chicago, Joe Shaker and I have stayed friends. Joe and I were catching up over the Holidays when I asked him what is the best piece of sales advice he received?  Immediately, he quoted his father, Joe Shaker Sr. Make a friend, make a deal.   Knowing both Joe Shaker Jr and Sr., I can verify they live this statement. Like I stated, it has been over ten years since Joe and I have [...]

By |2020-01-21T15:45:29+00:00January 21st, 2020|Business, Sales 101, sales training|0 Comments
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3 Questions to Grow Revenue

As one year draws to a close and new one begins, organizations find themselves in unhealthy routines. They become engrossed and lost in the minutiae of numbers, quotas, portfolios, and fail to take an organizational approach to grow revenue.  Every organization should ask the questions below to create a productive dialogue. This dialogue provides the context to align revenue development, sales priorities, and long term health of sales to secure YOY growth. What are we growing?  What are we killing?  What are we creating?    What are we growing?  When I ask this question, most executives say everything we can. [...]

By |2020-01-07T16:28:03+00:00January 7th, 2020|Business, Management, Managing Sales, Sales 101|1 Comment
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Why Salespeople Need Business Acumen

[fusion_builder_container hundred_percent="no" equal_height_columns="no" menu_anchor="" hide_on_mobile="small-visibility,medium-visibility,large-visibility" class="" id="" background_color="" background_image="" background_position="center center" background_repeat="no-repeat" fade="no" background_parallax="none" parallax_speed="0.3" video_mp4="" video_webm="" video_ogv="" video_url="" video_aspect_ratio="16:9" video_loop="yes" video_mute="yes" overlay_color="" video_preview_image="" border_size="" border_color="" border_style="solid" padding_top="" padding_bottom="" padding_left="" padding_right=""][fusion_builder_row][fusion_builder_column type="1_1" layout="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" border_position="all" spacing="yes" background_image="" background_repeat="no-repeat" padding_top="" padding_right="" padding_bottom="" padding_left="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="small-visibility,medium-visibility,large-visibility" center_content="no" last="no" min_height="" hover_type="none" link=""][fusion_text] The change in the buyer’s journey is creating a need for salespeople to develop a higher level of business acumen. Over the last several years buyers have made the traditional sales funnel into chop suey.  A sales funnel used to [...]

By |2019-03-05T21:04:05+00:00March 5th, 2019|Management, Sales 101, sales training|4 Comments
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Don’t Start Sales Planning With Sales

Any business who does the same thing year-over-year without change, improvement or advancement will experience a natural decline of 15%.  To flip it, if everything stayed the same year-over-year, you would need to sell 15% more to make last year’s numbers.  

By |2019-12-05T17:39:22+00:00November 15th, 2018|Advanced Sales, Management, Sales 101|0 Comments
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The 4 Horsemen to Drive Revenue

For short-term bumps there will always be a place for lead gen programs, discounting strategies and complicated gimmicks. But before you resort to small bumps, try leveraging the four pillars of revenue development to help with both short-term gain and long-term revenue increases to your portfolio.   

By |2019-12-03T21:30:22+00:00June 19th, 2018|Business, Management, Sales 101|0 Comments
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