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Outsider Insights | From Hustle to System: Why More CEOs Are Rebuilding Their Sales Function
Outsider Insights
Across Chief Outsiders, we talk to hundreds of CEOs every month. In this new series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.
The Art of the Sale: How to Conquer Your Prospect’s Objections and Close the Deal
Wed, Jul 20, 2016 — The face of sales has certainly changed, hasn’t it? When I started my career, the best sales reps were traditionally hired by large companies, and trained to execute a strategic sales process, using a specific methodology. Like soldiers in a battalion, each sales rep knew their role, was aware of the various possible strategies, and was armed for each deal with the scripts and insights necessary to succeed.
Pitching for Success: Three Ways to Get More Sales Wins On Your Playing Field
Tue, Mar 22, 2016 — For those of us who participated in youth athletics, winning – we were told – was quite secondary to “how we played the game.” Sportsmanship and fellowship were the primary objectives, and if we were lucky, we would notch the kind of moral victories that kept our competitive juices flowing. But, at some point, we grew up – we took on responsibilities that matched our maturing wardrobes and shrinking hairlines; and, for those of us who have found our careers aligned with our company’s earnings growth, we now realize that winning – in fact – is everything.
How to Best Leverage Marketing Technologies in 2015
Thu, Jan 22, 2015 — I was recently asked my thoughts on how technology and digital trends will shape the future of marketing. As I pondered this question, I took note of all of the ways that I am digitally connected to the outside world. My laptop, smartphone, phablet, tablet, and e-reader were all dripping digital data to some unseen force through my WiFi connection. A fitness tracker awaited the opportunity to observe and report my next activity. Acting as marshals for many of these resources were my modem and router, which collected the needed inputs and outputs and converted my actions into trackable information.