Category Archives: Sales Strategy

Three Keys to Great Sales Meetings

One of my favorite parts of this job is the chance to be a part of a great many sales meetings – from big, giant conferences to everyday district or team meetings. This past year, for example, I experienced sales meetings on four continents and seven countries, some of them outstanding. While every meeting is […]

Five Tests of Your 2017 Sales Strategy

Five Sales Strategy

Dan Smaida – Wednesday, January 04, 2017 A short time ago, the senior leadership team of one of my clients got together and processed McKinsey’s Ten Timeless Tests of Strategy (a recommended read for anyone in a strategy development role). While tests are focused on overall business strategy, there’s a strong application for sales leaders […]

How Would Santa Close the Year?

At this time of year, it’s only natural that our thoughts turn to stuffing: My mom makes killer stuffing, with the cranberries and everything.  (Mmmm, stuffing.) Santa and helpers around the world are preparing to do a little stocking stuffing. Sellers everywhere are busily stuffing the channel in the hope that St. BigBonus soon will be here. […]

Why Your Millennial Sellers Aren’t Prospecting

Dan Smaida – October 1, 2016 Have you noticed any of these phenomena when reviewing the pipelines of your millennial sellers? Not enough opportunities Not enough early-stage opportunities Companies who should be in the pipeline aren’t Now, the easy (and lazy) conclusion is that millennials are entitled, don’t know how to work, etc. But I […]