Quite often I get asked, “what is effective sales management’? It’s a complex answer, but also a simple one. There are dozens of variables when it comes to Sales Management, but here are a number to consider when deploying a VP of Sales, CSO (Chief Sales Officer), or Sales Manager: Sales Team It starts here. […]
CRO (Chief Revenue Officer) or a CGO (Chief Growth Officer)? The need for sales and revenue generation oversight in many organizations has created new opportunities for Chief Revenue Officers (CRO) and Chief Growth Officers (CGO) in numerous industries. So, what is the difference between a CRO and a CGO? The CRO/CGO’s role is generally about […]
The Smart Way to Scale Your Marketing Tired of marketing agencies that don't deliver results? Wishing you had top-level strategy without breaking the bank? As your company grows, making the most of your marketing efforts becomes critical. However, hiring a full-time CMO is a serious financial commitment. If you've outgrown a marketing agency but aren't […]
It was a few years ago when I was speaking to a group of young professionals about Sales and CRM at a Digital Media conference. While there, I was approached by a gentleman who asked me to “turn him into the greatest salesperson ever”! I told him I couldn't do that (it would be him […]
I have often asked enterprise-level salespeople if marketing was working to support them and their selling efforts. It surprises me each time I hear “no”. The departments seem to be in business silos next to each other, and ultimately not supporting each other. Not in every organization, but many. With SaaS Software, most groups are […]
The game has changed but the SaaS sales (selling) techniques are still very similar today. Before SaaS was even defined, I was a part of a very strong Senior Management Team of an ISP. That was back when we could surf the Internet at the incredible speed of 56K! Ha! Just after ISDN and T1 […]
If you look up the definition of fractional, its term means: Old vs New Many companies use the term “interim”. Interim managers are generally ones who are hired full-time but come in for a certain amount of time. But when you look up the term “fractional” when it is used for Fractional CGO, Fractional VP […]
There are thousands of sales 101 training books, posts, videos, sites, apps, and much more out there these days. If a salesperson truly wants to learn the art of selling, the answers are at their fingertips. I watch many of these resources consistently to keep up with the trends. They always give me another look […]
Defining A Real Rockstar Salesperson The new ads for Workday featuring “rockstars” makes me chuckle each time I see one. Although the ad is generic and includes many types of workers, “rockstar” has become predominantly known in the sales arena. Most companies would welcome a “rockstar salesperson” to drive revenue to their bottom line. Locating, […]
The title of Chief Growth Officer (CGO) is relatively new in the business world over the last few years. In straightforward terms, a CGO oversees future company growth. Historically, the position of a CGO typically overlaps those of a Chief Marketing Officer (CMO), Chief Revenue Officer (CRO), and VP of Sales. Chief Growth Officers are […]
I have been fortunate to have been able to attend numerous Marketing Automation and CRM events and trade shows over the years (Salesforce’s DreamForce continually amazes me). Each event has had huge value to me, there is always something to learn and absorb. The ability to connect and automate these software tools is as simplistic […]
In my many years as a Senior Sales & Marketing Executive, I’ve noticed that most, if not all the time, Sales Management professionals fail to outline the power of pipeline to their enterprise-level salespeople. To me, this is the single most important facet of sales management. Realistic and achievable selling objectives should consistently be discussed […]
Day after day, I see salespeople take the POLARR (Path of Least & REAL Resistance) Path and send me messages via LinkedIn, E-Mail, Facebook and other electronic means to try and sell me their products and services. I also get numerous LinkedIn requests from "business development" people trying to sell me something. I delete them, […]
Hello, my name is Jeffrey Bosworth, and I’m a Sales Trainer, Operations Consultant, and Motivational Speaker. I developed the concept of the leadership Woodshed workshop many years ago, but it all started when I was just a child. The premise of The Woodshed came from my father, who told us children to go into the […]
It's not personal, it's just business? A CEO of a company I used to work for would often say "It's not personal, it's just business", all the time. For some reason, that statement never resonated with me. It's no wonder he was never revered by his employees, customers, and/or his business partners. He never seemed […]
After nearly 20 years in direct sales, I think I've finally isolated the top 5 reasons why salespeople fail to achieve a return on their investment for the companies they are employed by, and most importantly, themselves. In my humble opinion (hmmm...), I truly feel sales is an art. The mechanics of taking a potential […]
"How Are You Doing Today?", it seems to be one of the first lines from various telemarketers and salespeople calling us to try and engage us with their brand. And yes, most of us bail on that call almost immediately. It still amazes me that companies and organizations deploy employees in call centers without the […]
How productive can your staff be in helping you grow this quarter? Woodshed™ Workshops have proven to be the most cost-effective, motivational marketing tools a growing company could ever possibly invest in to. Your entire staff will become incredibly motivated to carry out your sales, marketing and operational objectives by learning: • How all your […]
