Sales Development Archives - Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/tag/sales-development/ Your Bridge to Growth Thu, 13 Feb 2020 11:38:41 +0000 en-US hourly 1 https://wordpress.org/?v=6.7.2 https://i0.wp.com/spanthechasm.com/wp-content/uploads/2018/06/cropped-StC-ICON.jpg?fit=32%2C32&ssl=1 Sales Development Archives - Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting https://spanthechasm.com/tag/sales-development/ 32 32 169018174 Hey Sales Leader, Stop Being a Superhero https://spanthechasm.com/%post_type%/hey-sales-leader-stop-being-a-superhero/ Thu, 13 Feb 2020 11:00:01 +0000 https://spanthechasm.com/?p=2067 Who doesn’t love a good superhero? If you’re a Sales leader, chances are you want to be the kind that saves the day by swooping in to fix everyone’s deals. But the superhero model has a flaw, it’s focused on YOU and YOUR ego. Superheroes don’t share their superpowers. Why?

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]]> 2067 Hey Sales Leader: Use LENSES, not LABELS https://spanthechasm.com/%post_type%/hey-sales-leader-use-lenses-not-labels/ Thu, 02 Jan 2020 03:15:15 +0000 https://spanthechasm.com/?p=3705 After a while, in your mind, people ‘become’ a label. It is also the lazy leader's way and takes no skill. Our people can feel these labels being stuck on them. It hurts their morale. It crushes their confidence. It kills their production.

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]]> 3705 Sales Leadership Lessons from Sherlock Holmes https://spanthechasm.com/%post_type%/sales-leadership-lessons-from-sherlock-holmes/ Thu, 05 Dec 2019 10:31:45 +0000 https://spanthechasm.com/?p=3630 Deals and opportunities don’t always work the way I wanted. But it is clear, Sherlock Holmes was a genius.  And his genius teaches those of us in sales much practical wisdom that we can learn from. 3 that stand out that are actionable for you IMMEDIATELY.

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]]> 3630 A Better Lens to Understand Your Team https://spanthechasm.com/%post_type%/a-better-lens-to-understand-your-team/ Wed, 20 Nov 2019 12:00:57 +0000 https://spanthechasm.com/?p=3591 Randy offers a better lens to understand your team. Imagine:  Actionable Data on your entire team, by role, driving curated Information so that your decisions – personnel, strategy, culture – are fueled by knowledge.

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]]> 3591 Recession-Proof Your Sales Team NOW! https://spanthechasm.com/%post_type%/recession-proof-your-sales-team-now/ Thu, 07 Nov 2019 11:00:35 +0000 https://spanthechasm.com/?p=3488 Imagine how it will feel when your sales team is left behind by the market because you didn’t make the necessary adjustments to not just SURVIVE but THRIVE in and thru the recession.  It is not gonna feel good, my friend!

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]]> 3488 5 Clear Steps for the Ideal Sales Kick Off in 2020 https://spanthechasm.com/%post_type%/5-clear-steps-for-the-ideal-sales-kick-off-in-2020/ Thu, 24 Oct 2019 00:01:28 +0000 https://spanthechasm.com/?p=3309 What? You haven’t started thinking about Sales Kickoff 2020 yet? Randy outlines five clear steps to help you plan the ideal sales kick off in 2020.

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]]> 3309 Sales Skills, Like Knives, Get Dull Over Time https://spanthechasm.com/%post_type%/sales-skills-like-knives-get-dull-over-time/ Wed, 03 Apr 2019 13:12:47 +0000 https://spanthechasm.com/?p=2573 The post Sales Skills, Like Knives, Get Dull Over Time appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 2573 Don’t Lose Critical SaaS Renewals https://spanthechasm.com/%post_type%/dont-lose-critical-saas-renewals/ Mon, 05 Nov 2018 05:34:13 +0000 https://spanthechasm.com/?p=2107 The post Don’t Lose Critical SaaS Renewals appeared first on Span the Chasm - Sales Team Training - Driving Sustainable Sales and Growth through Development and Consulting.

]]> 2107 Sales Forecast Spring Cleaning https://spanthechasm.com/%post_type%/sales-forecast-spring-cleaning/ Mon, 19 Mar 2018 16:21:30 +0000 https://spanthechasm.com/info/?p=626 ‘When in doubt, throw it out.’ That’s been my closet cleaning mantra for 20+ years. A few well-tested guidelines: If I haven’t worn it in a year, off to Goodwill. If I ‘might fit in it again someday’, off to Goodwill. If it reminds me of Miami Vice, off to Goodwill. If I think my […]

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]]> 626 Have YOU Mastered the 4 Cs of Sales? https://spanthechasm.com/%post_type%/have-you-mastered-the-4-cs-of-sales/ Wed, 06 Sep 2017 23:50:35 +0000 https://info.spanthechasm.com/2017/12/07/have-you-mastered-the-4-cs-of-sales/ I was leading a prospecting workshop, when I was hit with one of those “Silver Bullet” questions. A student asked, “Randy, net it out for me.. what do we REALLY need to be successful in sales?” This is a legit question. And the answer took me some time to formulate. WARNING: Read to the end […]

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