OUR PODCAST

What is Reactive Selling Costing You? with Alex Goldfayn

Join us the week with Alex Goldfayn, author of The Wall Street Journal bestseller Selling Boldly, as he discusses the cost of REACTIVE selling in your organization. 

What is REACTIVE selling costing your organization in revenue, time and effectiveness? 

Alex walks through the Selling Boldly approach to engaging clients and prospects in new, effective ways. From asking “Did You Know” questions to getting referrals, PROACTIVE selling changes how your sales team approaches business. 

“Your organization spends 100% of its time talking to the 10-20% of customers who are unhappy. This type of fear-based reactive selling is costing your organization millions.” 

FREE TOOL: The Did You Know Planner

Measuring the Success of Your Sales Team with Mike Carroll

Join us this week with Mike Carroll, Founder and Managing Partner of Intelligent Conversations, as he shares his insights into “Measuring Your Sales Team’s Success.”

Carroll addresses how the newest CRM technology influences the way companies should report and assess the performance of their sales teams, including the metrics they should prioritize. “CEOs are getting distracted by all the tools available to them. Be careful that you don’t have a false sense of security from forecasts and reports,” Carroll cautions.

Metrics to Measure:

1. Net New Opportunities – How many opportunities are we adding to the pipeline?
2. Pipeline Movement – Consider time limits for how long opportunities should sit at a stage.
3. Win Ratio – How many opportunities are getting to a proposal, are we winning our share of proposals? If not, why not?

“I would rather have fewer hours spent putting proposals together and winning more of that number, than throwing a pile of proposals at the wall and seeing what sticks.”

How to Delegate Responsibilities in a Leadership Role with John Felkins

Join us this week as John Felkins, Executive Coach with EntreLeadership, discusses some of this year’s biggest questions in Leadership across the Mid-Market.

John addresses the essential nature of effective delegation in a leadership role, and why some leaders struggle with this process. He offers CEOs and other business leaders a select handful of strategies to approach, understand and pivot this mindset in their own lives.

What are some of the ways you approach delegation in your own roles?