Make Your Sales Transformation an Overnight Success

Posted by Everett Hill on Sat, Sep 14, 2013

We’re in the age of American Idol, where the dream of becoming an overnight success as an entertainer has become widely discussed in popular culture. Not to be outdone, aspiring entrepreneurs hope to find investors, fame and fortune as a result of appearing on Shark Tank. For those of us charged with transforming the performance of B2B sales organizations, it’s easy to become enamored with the idea that one event can alter the trajectory of our success.

Read More

Tags: sales training, sales transformation, sales performance metrics, The 4 Disciplines of Execution

Sales Performance Just Got a Promotion

Posted by Everett Hill on Sun, Jul 14, 2013

This is my 30th article for “Everett Hill’s Catalyst”, a blog about growing the top line. I’ve shared ideas ranging from leadership principles to sales strategy to sales execution, and the interaction of the three. My guide is an inner compass calibrated by decades of operating experience. The new book “The Three Rules: How Exceptional Companies Think” is aligned with that compass.

Read More

Tags: The Three Rules, competitive strategy, Miller Heiman, sales performance, sales strategy

Sales Strategy: Ice Cold and Refreshing

Posted by Everett Hill on Wed, Jun 05, 2013

In my last article I made the case for building your sales and marketing efforts on a strategic foundation using a compelling value proposition. It’s a crucial idea if you aspire to rise above the noise in your marketplace. Here I outline how to get this done.

Read More

Tags: competitive strategy, b2b sales strategy, value proposition, ideal customer profile

Stop Writing Value Propositions and Start Building Sales Strategy

Posted by Everett Hill on Fri, Apr 26, 2013

“If people [customers] don’t want to come out to the ball park [buy my product], nobody’s going to stop them.” Yogi Berra’s lament about fickle baseball fans came to mind as I reviewed the results of the 2013 Miller Heiman Sales Best Practices Study.

Read More

Tags: product differentiation, Miller Heiman, b2b sales strategy, value proposition

Hello, Oracle: It’s Not Sales Execution

Posted by Everett Hill on Mon, Mar 25, 2013

Did you hear the one about Oracle’s third quarter conference call, announcing a substantial earnings miss? Wall Street did, pounding the stock the following day.

Unbelievably, Oracle leadership blamed its woes on newly hired sales representatives, saying, “Since we’ve been adding literally thousands of new sales reps around the world, the problem was largely sales execution, especially with the new reps, as they ran out of runway in Q3…We’re training the new reps on managing the sales process, and the importance of establishing a quarterly rhythm on their deals.”

Read More

Tags: executive performance, leadership principles, crm success stories, sales execution, CEO performance

Five Steps to Powerful Sales Goals

Posted by Everett Hill on Sun, Feb 17, 2013

Mile 25. “It’s still within reach,” I told myself, checking my watch as I approached the parking lot of the Pentagon. I pressed on through the agony that had been my companion for a full hour. This was my third attempt at breaking the magic four-hour barrier for a marathon. Despite dropping a critical 30 seconds at mile 22, I was hopeful I could fulfill my dream at the Marine Corps Marathon.

Read More

Tags: sales coaching, leadership principles, setting sales goals

Avoid an Act of Congress when Implementing CRM

Posted by Everett Hill on Sat, Jan 19, 2013

The monumental gridlock in the United States Congress nowadays would be amusing if there weren’t so much at stake. They just can’t seem to get anything done in a timely manner. Their struggle to execute reminds me of projects to select and implement major software such as CRM--all too often they fall short. Intentions are genuine and the resources appear to be right, but somehow the ingredients don’t gel to reliably deliver value to the business enterprise.

Read More

Tags: crm success stories, crm implementation best practices, crm consulting

Make Your Sales Plan Soar in 2013

Posted by Everett Hill on Tue, Jan 01, 2013

Read More

Tags: sales effectiveness, effective sales calls, sales training

Sales Performance Metrics Made Easy

Posted by Everett Hill on Thu, Nov 29, 2012

Read More

Tags: sales effectiveness, sales management, sales performance metrics

Be More Effective in Sales by Not Talking

Posted by Michael Boyer on Wed, Nov 14, 2012

One of the common questions that I respond to from younger people in sales is how to know when to talk and when to listen and how to guide the conversation with a potential customer, particularly early on or at first meeting. 

Read More

Tags: business development, effective sales calls, sales training