Braveheart Sales Performance
Braveheart Sales Performance
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New blog articles detected.

  • Finding “Elite” Entry-level Salespeople
    Hiring entry-level sales people is something we’ve been working hard on lately for many of our clients. Our goal is to teach them a process to improve their sales talent acquisition effectiveness through use of the #1 rated Objective Management Group Sales Assessments. While doing this, we’ve noticed that far more candidates are not recommended for entry level positions than the number not recomme...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • First Comes Vacation – Then Comes Sales Slump. NOT!!!
    Memorial Day is right around the corner. While the seriousness of this holiday recognizing the men and women who serve in the United States armed forces, especially those who have made the ultimate sacrifice, should not be taken lightly, the weekend has also come to unofficially mark the start of summer. Readying for retreat Depending on what part of the country you live in, Memorial Day also sign...
Braveheart Sales Performance
Braveheart Sales Performance
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New blog articles detected.

  • Sales and The Need to Purge
    When was the last time you did some purging in your professional life, or personal life for that matter? There’s a reason I wonder. Recently, I helped both my mother and mother-in-law move. Each had accumulated over the years both great personal treasures and a lot of junk. Faced with helping them get rid of what they no longer needed (or perhaps ever needed), I reflected deeply both about the val...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Teaching Old Dogs New Tricks
    It has been said that you can’t teach an old dog new tricks. As this axiom relates to salespeople, it is sometimes true and sometimes untrue. The outcome can be determined by which category the salesperson falls into. In other words, in which kind of dog we are dealing with. Dog Training and People Training Here at Braveheart, we are in the human performance business as it specifically relates to ...
Braveheart Sales Performance
Braveheart Sales Performance
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New blog articles detected.

  • Fix the 5 Reasons Sales Hiring is So Hard to Get Right
    We work with many companies, both small and large, who suffer from the same issues when it comes to hiring. They all have difficulty attracting, selecting and onboarding the right salespeople. Repeatedly, we hear the frustration of executives who have wasted countless hours and thousands of dollars hiring salespeople who don’t work out. Compounding the problem is that when the market is tight for ...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Low Closing Rates? Here’s What You Can Do About It
    It’s another of the most common complaints we hear from business owners and sales leaders: Our salespeople can’t close. And they’re right. Most salespeople, unfortunately, are not great at closing. The closing facts This isn’t just an opinion, it’s backed-up by some impressive data. Using the Objective Management Group’s vast database of over 1,000,000 salespeople, I pulled information on 359,000 ...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Why Your Hot New Sales Tips Will Fail to Deliver
    I recently responded to a reporter’s query about the best new tips and tricks for sales coaches to help their sales teams increase annual revenue by a factor of ten. Reflecting on where the most powerful opportunities lie, I concluded the best path to exponentially boost revenue for most companies is not through “hot new sales tips and tricks.” Rather, it will be found by going back to the basics....
  • Telling Ain’t Selling…Nor Is It Managing
    Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual salesperson get any better. People rarely learn by being told, “do this”, or “do that.” Telling for Failure Too frequently it’s what I see however.  Managers telling salespeople what to do and how to do it. As a...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Capitalize on the Trends Redefining Selling
    I had the privilege recently of speaking at the 2017 Barnes Buchanan Security Conference on the topic: Capitalize on Trends Redefining Selling in the Security Industry. As with many industries, competition and customers’ buying habits continue to influence the security industry marketplace. But, no matter what industry you’re selling in, here are some lessons to learn from the situation and my pre...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • What I Heard about Sales Compensation Plans at SOUC 2017
    I recently had the privilege of moderating a panel on sales compensation plans at the SedonaOffice Users Conference. If you were at the conference but missed this panel (or weren’t there and wish you had been), fear not, I have compiled the key points here. For those of you not affiliated with the security industry, keep reading – the principles we discussed at the conference apply to most any bus...
  • Common Sales Problems And How To Avoid Them
    Recently, Gretchen Gordon was interviewed as part of the KiteDesk.com “Expert Interview Series” by the company’s Chief Marketing Officer, Eric Quantrom. They discussed common sales problems and how to avoid them, covering such topics as: How sales organizations can stand out in incredibly competitive and saturated markets How to determine what an individual’s needs are, so they can best be solved ...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Coach People. Manage Objects.
    Make the switch from focusing on managing your salespeople to coaching them. You'll be more effective and they'll be more successful. [...] The post Coach People. Manage Objects. appeared first on Braveheart Sales Performance.
  • Constructing a Sales Compensation Plan That Works
    Maybe it because a new year has begun, but I’ve had numerous questions lately about sales compensation plans and how to construct them. It certainly seems to be a hot topic. I even facilitated a panel discussion on the subject at the SedonaOffice Users Conference this week. What I hear being asked by business and sales leaders is, “How do I construct a compensation plan that will cause my salesp...
  • Motivation Mistakes Most Managers Make
    So, it’s a new year and once again we get to start with a fresh slate. Time to hit it hard and generate some new business. As a manager, you probably wrapped up last year with an assessment of your sales team’s effectiveness, likely calculating and paying out commissions for the team’s effort. Invariably, there were some stars, some duds and some so-so performers in your group. Money Isn’t Always ...
  • Why Your “Hot” Leads Aren’t Buying
    Marsue Sams is a Sales Growth Specialist with Braveheart.  She is a passionate sales strategist and coach with over 20 years of award-winning corporate sales and sales leadership experience.  Marsue has written multiple sales guides and motivational sales programs for a wide variety of organizations during her time in corporate America and has spoken at national and regional user-group meetings. I...
  • What Your Sales Team Can Learn from the Election
    Salespeople could truly benefit from learning the skill of going deep, to the core, with their prospects and tapping into it. [...] The post What Your Sales Team Can Learn from the Election appeared first on Braveheart Sales Performance.
  • Ours Is a Relationship Sale. C’mon Man. That’s Stupid.
    If I had a nickel for every time a CEO told me that their business was different.  That their products and services were sold based on relationships, well I’d have hundreds of nickels I guess.  But I bet that if I could speak to thousands of owners and CEOs they would tell me the same thing and then I’d have thousands of nickels.  Everybody thinks their products and services are special.  That the...
  • Effective Sales Leadership Of Your Trade Show Plan
    If your sales team doesn't head into trade shows with a specific plan for maximum effectiveness you could be wasting time and money. [...] The post Effective Sales Leadership Of Your Trade Show Plan appeared first on Braveheart Sales Performance.
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

New blog articles detected.

  • Gain vs. Pain
    I read a statistic from Impact Communications that states that 70% of people make purchasing decisions to solve problems and only 30% make decisions to gain something.  Which most everyone probably instinctively knows.  That is why there have been popular training methods focused on finding a buyers pain points.  We have taught for years that there are really only three reasons why buyers make dec...
Braveheart Sales Performance
Braveheart Sales Performance
Blog Article

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