Peak Sales Recruiting

Every CEO wants predictable revenues, but in this economy that can sometimes be tough. Are there ways to build a lead generation machine that generates quality leads, creates predictable revenue, and meets your CEO’s goals without your constant focus and attention? Can you make yourself indispensable to your CEO and Board in an unpredictable economy? [...]

With just under 6 weeks until quarter end, you are focused on making sure all of your reps are pushing deals through their pipelines. Perhaps some deals are moving slowly or stalled. Here are four things your reps can do to get stalled deals moving again: 1. Reiterate upfront contracts – when the prospect was [...]

Eleven weeks to go until year end. For most it has been a bumpy year and a strong finish will be critical. Hard work creates opportunity and there is still lots of time to find and close net new deals. This is a great time to work hard towards a strong finish. Here are the [...]

Stumbled across some interesting research from earlier in the year on what kind of approaches work to catch new business from prospects. Some of the responses are captured below. Referrals wins hands down! Full report at http://salesandmanagementblog.com/2009/04/02/survey-results-what-do-prospects-respond-to/ The majority of the respondents were small to mid-size companies. * Have you (or the company)purchased any goods [...]

Author Chet Holmes made a great observation in his book, The Ultimate Sales Machine: “People respect what you inspect.” Many sales organizations force their reps to report on sales activities and tasks, but much of this information is never discussed with the rep. From the rep’s perspective, any request that is not assigned importance *via [...]

Hours to the end of the second Q of 09. As tough as any other, but there are glimmers that a turnaround in the economy may be coming soon. As usual all the cliche’s about not quitting apply. Our final message this quarter includes a quote from Zig Ziglar: “We miss 100 percent of the [...]

We all know the scene in Glengarry Glen Ross where Blake (Alec Baldwin) is talking to the reps. “These are the new leads. These are the Glengarry leads. And to you they’re gold, and you don’t get them. Why? Because to give them to you would be throwing them away. They’re for closers.” Most people [...]

A tough economy can get your reps running around frantically looking for quick deals to pump up the pipeline. The timeless saying applies more than ever: As we talked about recently, the need for account plans are critical in today’s spending environment. Same thing for territory plans. It doesnt help to chase deals. Ensure your [...]

Now the quarter is over, top sales teams are typically focused on two priorities – post mortem to learn from the completed quarter and kick-starting the new quarter. April 09 is no different except what worked last year and the year before, generally isn’t producing the desired results right now, so there is more deconstructing [...]

Neil Rackham (author Spin Selling) on Selling Power TV discusses how Sales and Marketing are typically not working well together and how to get it back together (spoiler alert–>) he blames the definition of a lead as one of the root causes of misalignment. Also some other good suggestions like an integrated lead funnel. Always [...]