How Will Your Sales Leader Fix the Sales Funnel?

Posted by Dan Bernoske

August 24, 2014 at 6:45 AM

Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability?

Have your Sales Leader provide a comprehensive buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.

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Topics: Sales Process, CEO, Prospecting, CEO Resources, Sales Funnel, Engagement

Hubspot’s CEO Brian Halligan Answers Tough Sales Questions

Posted by Greg Alexander

August 19, 2014 at 12:30 PM

Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. You should attend and can register here.

Recently, I had a chance to ask Brian Halligan, Hubspot’s CEO, these 4 difficult questions:

  1. When you miss a revenue goal, how do you diagnose root cause?
  2. What causes you (CEO) to lose confidence in your sales leader?
  3. Why do CEOs give unrealistic revenue targets to their head of sales over half the time?
  4. How long does a new head of sales have to prove himself to the CEO?
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Topics: CEO, CEO Leadership

Is Your Cost of Sales Too High?

Posted by Joel McCabe

August 14, 2014 at 6:45 AM

CEOs are often in the middle of a tug-o-war between sales and finance.  The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.

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Topics: Sales Force Sizing, CEO, CEO Resources

Will the Board Trust the Data in Your Strategic Plan?

Posted by Dan Bernoske

August 3, 2014 at 6:45 AM

Are you using a data-driven approach to develop your sales strategy? CEOs need to have sound data to make sound decisions. This article outlines what a CEO needs to drive the data discussion.

“Everyone has heard a lot about big data,” explains Jon Morris, CEO of Rise Interactive. He debunks the term “big data” by saying “There's just data. And you're either really good at using it or you're not.” He’s got a point.

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Topics: CEO, Big Data, CEO Resources, planning

10 Ways to Maximize the Productivity of your Sales Force

Posted by Joel McCabe

July 23, 2014 at 6:45 AM

One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.

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Topics: CEO, CEO Resources, Productivity, sales force

How a CEO Remains Relevant in a Changing Market

Posted by Dan Bernoske

July 12, 2014 at 6:45 AM

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task is to stay relevant in the midst of these changes.

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Topics: CEO, Account Segmentation, Market segmentation, Buyer Segmentation

How Can You Improve Your Sales Culture?

Posted by Joel McCabe

July 1, 2014 at 6:45 AM

Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate.  Can you say the same for your sales culture?

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Topics: Sales Performance Management, CEO, CEO Resources, sales culture,, CEO Leadership

How Top CEOs Get the Most Out of a New Product Launch

Posted by Dan Bernoske

June 20, 2014 at 6:45 AM

You are close to launching a new product. As CEO, ask yourself a question. “How are we going to make the year 1 goal with this new product?”

Here’s an answer based on experience. Don’t over-compensate the Sales team to sell the new product. Reward Product Management and Customer Support with sales incentives. This may sound counter-intuitive, but I’ll explain in the rest of the article.

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Topics: CEO, CEO Resources, New Product, Compensation

How To Get Board Buy-in On Social Selling

Posted by Joel McCabe

June 9, 2014 at 6:45 AM

According to Spencer Stuart, the average age of a board member in corporate America is 63. This is an increase over the past.  In 2008 the average age was 61. In 2004 it was 60. What does this mean for the sales leaders and CXOs?  It potentially means your board may be operating from an antiquated perspective.

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Topics: Social Selling, CEO, CEO Resources, Social Media

Have You Lost Confidence in Your Sales Leader?

Posted by Dan Bernoske

May 29, 2014 at 6:45 AM

As CEO, you must have confidence in your sales leader to make their number. So to lose that confidence can signal a disaster to your year. On the surface, there are many reasons why confidence is lost. But the root of the problem may lie in an inability to be agile. Your sales leader may be unable to keep up with a rapidly changing environment.

To be agile means to constantly stretch the limits of your team. It requires a tolerance for failure with a mandate to learn and adapt. You will regain confidence in your sales leader if they adopt this progressive mindset.

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Topics: CEO, agile sales, CEO Resources, Leadership, Agile marketing

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