RevCult Blog

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

The Key to Being an Exceptional Salesperson

Posted by Brent Bonine on May 10, 2016 10:00:00 AM

I’ve spent the past couple of decades in the field of sales. I’ve been around long enough to have learned a few things and I’ve come to understand that experience can be both a blessing and a curse. The blessing comes from the experiential knowledge that is gained from each sales engagement. The curse comes from getting comfortable and not recognizing when the game has changed.  

Sales, like every profession, is radically different today than it was just a few years ago. Unfortunately, many companies have been slow to recognize the change and have failed to help their salespeople adjust to the new way - leaving companies and salespeople frustrated by disappointing results.

To understand what has changed, let’s look at how sales has evolved over the past 20+ years. 

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Topics: Revenue Culture, Revenue Management

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

Q4: It's Time to Tune-Up Your Revenue Engine

Posted by Brent Bonine on Oct 29, 2015 4:29:45 PM

My first car was a 1967 VW Squareback – a classic.  I bought it used and it was more than 10 years old when I purchased it. It was a simple car with a basic engine that ran great (as long as I kept oil in it). Outside of the routine maintenance, I only fixed my car when it broke. If I was lucky, my car would warn me when something was about to happen. It might start performing sluggishly, idle rough or make strange noises to give me a warning that my engine needed work. Then, I’d take it to my mechanic. He would diagnose the problem and let me know what needed to be fixed; hopefully before any major repairs were needed.

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Topics: Revenue Culture

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

Is it really time to dismantle the Sales Machine?

Posted by Brent Bonine on Jul 21, 2015 1:19:44 PM

 


I recently received an article sent to me from a sales rep that I am coaching.  The article was published in Harvard Business Review (HBR) which claimed that it’s time to “Dismantle the Sales Machine.” https://hbr.org/2013/11/dismantling-the-sales-machine  The premise of this article is that for the past two decades, Sales Leaders have become too fixated on sales process disciplines – creating opportunity scorecards, qualification criteria, and activity metrics all designed to replicate the performance of top producers.

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Topics: Revenue Culture

Why Raising Sales Quotas may not Result in Increased Sales

Posted by Brent Bonine on May 5, 2015 8:50:00 AM

 

Let’s assume that it’s the end of your business year. As the Sales Leader of your company, you are assessing how your team performed against goal and looking at building your plan for the coming year. Your CEO has told you that he is planning for a 10% growth in revenue and expects your sales team goals to reflect this objective. If you’re like most Sales Leaders, you begin by raising your sales team quotas to match the increased goal. This is the wrong approach!

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Topics: Revenue Culture

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

Is your Business Operating System focused on Revenue?

Posted by Brent Bonine on Mar 10, 2015 1:27:00 PM

 

For those of you that are over the age of 40 (maybe 50), you may remember that early PC’s ran on the DOS operating system with its unique combination of letters, slash marks, colons and semi-colons that were the key to making your computer work.  This operating system was the layer that connected software to hardware and told your machine what to do.  Computers, and the software that run on them, are useless if they are not tied together with a common operating system.

Your business has an operating system too.  It’s a combination of processes, resources and culture that determine how you bring your product or service to market.  It is the engine that drives your company forward and consumes most of your energy and focus.

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Topics: Revenue Culture, Revenue Management

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