Category

Sales Management

Jim Colonas
1
photo for blog - phone stops ringing
SalesSales ManagementSales StrategySales, Sales Management, Sales Strategy
May 21, 2024

The Phone Stops Ringing: What Now?

In today's competitive landscape, the days of the pushy, product-centric salesperson are over. Companies that prioritise consultative selling skills within their sales teams are the ones positioned for capturing market...
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In today's competitive landscape, the days of the pushy, product-centric salesperson are over. Companies that prioritise consultative selling skills within…
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Ralph Vossenberg
1
running hard, but getting nowhere
SalesSales ManagementSales, Sales Management
January 23, 2024

Case study: How REAL is your Sales Pipeline?

Recently, we started working with a company that was successful in their market. This was also reflected in the sales pipeline, which had a value of almost ten times the...
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Recently, we started working with a company that was successful in their market. This was also reflected in the sales…
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Jim Colonas
2
Sales Management is not leading by example!
Sales ManagementSales Management
November 16, 2023

Sales Management is not leading by example!

As part of our all-encompassing sales improvement services, often our clients ask us to hire a BDM or two for their business. In the growth of a business, we always...
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As part of our all-encompassing sales improvement services, often our clients ask us to hire a BDM or two for…
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Jim Colonas
1
Sales ManagementSales Management
September 2, 2020

How quickly should a new salesperson ramp up?

When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…

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When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…
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Jim Colonas
1
Sales ManagementSales Management
April 21, 2020

Time to rethink the way your Sales team works!

There is no doubt that we as a nation and the entire business world for that matter, have experienced an unprecedented time. Prior to the pandemic, I know from our...
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There is no doubt that we as a nation and the entire business world for that matter, have experienced an…
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Jim Colonas
1
Get the basics right in your sales team | Blog by ECG
AssessmentsSales ManagementAssessments, Sales Management
September 3, 2019

Do you think you need a sales team training? Get the basics right first!

We are often approached by business leaders asking to help them with sales team training and coaching. Our question to them is ‘what problem are we trying to solve for...
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We are often approached by business leaders asking to help them with sales team training and coaching. Our question to…
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Jim Colonas
3
Jim Colonas explains how to transform sales performance | Blog by ECG
Sales ManagementSales StrategySales Management, Sales Strategy
August 7, 2019

ECG helping companies transform sales performance

A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales targets. The sales team blamed product pricing, but management sensed...
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A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales…
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