Co-Founders Corner – Episode 17: Sales Mistakes for Technology Consultancies

Co-Founders Corner – Episode 17: Sales Mistakes for Technology Consultancies

The latest episode of Co-Founder’s Corner;

Key areas on where technology consultancies are often under-performing

In this latest video we’ll be discussing about how a technology consultancy often under-performs. For me there are quite a few key areas that I look at technology consultancies where often I spot they’re under-performing.

  1. Misalignment with incentives on and winning client fees.
  2. Technology consultancies often don’t sing their successes of their clients to the open market, so they’re not publishing success.
  3. No open visibility of project tracker during engagements.
  4. How you can consistently log opportunities that come from the multitude of sources within a project.

I’d love to understand from you how you are tackling the error of under-performance and how you excel your success within a technology consultancy.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 16: What Metrics You Should Measure Each Week

Co-Founders Corner – Episode 16: What Metrics You Should Measure Each Week

The latest episode of Co-Founder’s Corner;

4 key areas on What metrics you should measure each week

In the latest video, I’ll be discussing what metrics you should measure each week!

So many people have lots of opinions on this topic. I’m not saying mine’s the best way, but I am using an implementable framework you can use week in, week out.

  1. The first thing you need to be tracking is the deal volume.
  2. You need to be looking at pipeline value in each of these stages.
  3. You need to be looking at average deal value within each of these stages from week to week.
  4. You need to be looking at, what is your activity rate of your deals?

This is so you can spot any bottlenecks, whether that’s in terms of age of the opportunity, or opportunities not given due attention they need.

I’d love to find out more about how you manage this process and how you navigate the complexities of this topic.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 15: Do salespeople need experience to be successful?

Co-Founders Corner – Episode 15: Do salespeople need experience to be successful?

The latest episode of Co-Founder’s Corner;

3 key areas on how to assess a great salespeople

Do you need experience to be successful in enterprise sales?

I know for a fact five years ago I thought it was an absolute prerequisite. I’m pleased to say that both myself and others have tackled this challenge in the last five to 10 years. And it’s proven that one does not necessarily need experience to thrive in this environment. We were with a customer the other day where it was their first ever quarter in sales and they achieved over 200% of target.

This can be done. There are a couple of key fundamentals though when assessing salespeople and looking at their experience within the market:

  1. Are they open to criticism? And can they take feedback properly?
  2. Are they willing to invest in their own development in terms of time and effort to be a better salesperson?
  3. Do they have great listening skills? And are they able to listen to customers’ needs and convert them into a solution that matches their needs?

I’d love to find out more about how you’ve dealt with people with no enterprise sales experience and what have you found to be the challenges when doing this.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 14: How To Hire Great Sales People

Co-Founders Corner – Episode 14: How To Hire Great Sales People

The latest episode of Co-Founder’s Corner;

Key areas on How to hire successful Sales People 

Do you want to hire excellent sales people?

There are so many articles written on this. But, I don’t want to talk to you about the exhaustive process that is required in order to hire the best salespeople. But, I will give you a couple of key fundamentals when trying to hire excellent salespeople.

  1. You need a salesperson who’s analytical in their nature. I call it the forensic scientist.
  2. Evaluating whether the hunger and drive to take knock backs and challenges in their stride.
  3. Evaluating their skills, the areas of listening, great questions or questioning skills.
  4. Are they are open to criticism?

I’d love to find out more about hoe you hire your salespeople and what changes you could make when you next hire,

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 13: How long should your sales process be?

Co-Founders Corner – Episode 13: How long should your sales process be?

The latest episode of Co-Founder’s Corner;

3 key areas on how long your Sales Process should be 

In the latest video from Co-Founders Corner, we will be discussing how long a sales process should be!

This is a question we get asked a lot by our clients and there’s no right or wrong answer. I’ve seen anything between two months and 12 months. But there are a couple of key things I would keep a very close eye on, in terms of improving your sales process length.

  1. How clear are your stages within the sales process? And how bought in are your reps to those stages?
  2. What are the required activities within each of those stages to move a deal forward?
  3. What does your time to close look like? How long is a deal taking to take from initiation to close?

I’d love to find out more about how you look at your sales process and improve the length of time to close.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

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