RevCult Blog

Andreas Schenck

Andreas Schenck
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Recent Posts

How Lazy Sales People Sell More: What Smart CEOs Know (Part 2)

Posted by Andreas Schenck on May 23, 2017 7:00:00 AM

In part 1 of this blog series, I discussed how top performers are more deliberate and more customer focused than their compatriots. Let’s continue to analyze why "lazy" sales people are so successful and how you can apply these skills to make the rest of the team better. 

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Topics: Revenue Culture

How Lazy Sales People Sell More: What Smart CEOs Know (Part 1)

Posted by Andreas Schenck on May 3, 2017 9:03:00 AM

 

Lazy sales people sell more? That seems wrong. It’s not, let me explain:

Some of your most successful sales people work a lot. And those same employees also garner an over-proportional share of the business won in your company. It is not uncommon for the top 30% of your sales team to achieve 70% or more of the results. To achieve that, top performers don’t rely on working more hours. In fact, per transaction they often work less since they avoid feel-good sales activity, a common go-to strategy of the average sales person who mistakes activity for progress. Top sales performers are more deliberate, more surgical and more customer focused than their compatriots. Let’s analyze these points so you can apply the “lazy skill” to make the rest of the team better.

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Topics: Revenue Culture

What smart CEOs know: Want more sales? Focus on your Go-to-Market strategy first!

Posted by Andreas Schenck on Mar 22, 2016 10:40:00 AM

 

When sales are not where they should be, one common “solution” to dealing with lackluster or unprofitable growth is to replace members of the marketing and/or sales team. This often does not have the desired effect since the root cause for lower than possible revenue growth frequently lies in the company’s strategic approach. As the CEO, that’s your action item to address. In this blog, I want to share some simple and tested methods to build a go-to-market strategy that allows your Marketing, Sales and Account teams to rock!  

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Topics: Revenue Culture, Revenue Management

Does Your Emperor of Sales and Marketing Wear Clothes?

Posted by Andreas Schenck on Sep 15, 2015 7:50:00 PM

In my last blog post, I discussed that lazy sales people sell more. It turns out they follow these principles:

  • They work on the best, closable opportunities. They know when a prospect is kicking tires and when they are ready to make a decision. They never guess.
  • They do the right thing at the right time. They follow a forward-thinking and intelligent sales process.  
  • They are driven by authentic client focus. They “sell” to make a difference.

Some of you asked a very good question after reading my previous blog post: “What does an organization need to do to support and motivate these behaviors?” 

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Topics: Revenue Culture, Revenue Marketing, Revenue Management

How CEOs screw up Marketing and Sales

Posted by Andreas Schenck on Apr 21, 2015 5:38:00 PM

Are you stuck in the last century?

New-CEO-of-Tribune-Publishing-has-Seen-the-Future-and-it-is-Digital

 

It's very evident that being successful in Marketing, Lead Nurturing, Sales and Account Management is not what is used to be, back in the day of the turn-of-the-century (that is 15 years ago!).

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Topics: Revenue Culture