by Jeff Johnson | Aug 4, 2021 | Sales Strategy
No predictability, less than satisfactory volume and poor-quality results! If this is happening with your lead generation, it’s frustrating! The absence of consistent results can leave you feeling like you’re not in control of your destiny and it’s an uncomfortable...
by Jeff Johnson | Mar 24, 2021 | Sales Strategy
The average tenure of a Sales VP is now less than 19 months, down from 26 months just 7 years ago. If you have a 4-to-6-month sales cycle, that can be as little as 3 sales cycles. The Sales VP position is the most replaced position on the executive team,...
by Jeff Johnson | Mar 18, 2021 | Sales Leadership, Sales Teams
I have yet to see ability win over motivation to succeed. Both are important, but a motivated, focused sales effort always wins the day (quarter, year and marketplace)! Here are six keys to keep your sales team motivated and getting them energized to...
by Jeff Johnson | Jan 13, 2020 | Sales Strategy
Untruthful Sales Pipelines Will Waste Your Resources Think about it, for every deal your sales team is chasing that will not close, you could be using those resources for finding good opportunities that will. I’ve seen this simple strategy turn around many a...
by Jeff Johnson | Aug 17, 2018 | Sales Strategy
Happy Ears & Pipeline Bloat Happy ears is an insidious contamination that runs rampant in many sales organizations and causes a fatal revenue disease called pipeline bloat. Pipeline bloat gives the sense that you have a future revenue stream that will meet your...
