Selling To Executives: The Biggest Mistake Salespeople Make
Originally published in Forbes By Randy Illig I once was interviewing a candidate for a sales role on my team. After some chit-chat, he said,…
Tag Archives: Randy Illig
Selling to Executives: Things That Salespeople Do That Drives Them Crazy
Originally published in Forbes By Randy Illig NOTE: This is the first of our three-part series, “Selling to Executives.” Hear from top-level executives about how they…
5 Habits That Separate The Great Sales Leaders From The Rest
Originally published in Forbes By Randy Illig Sales leaders fall into the same trap over and over: being busy for busy’s sake. They’re often chasing…
Here’s How A Short-Term Focus On Making Your Quarter Can Actually Hurt You
Originally published in Forbes By Randy Illig Over the last 20 years, the pressure for sales leaders to hit quarterly numbers has increased exponentially. And…
The 2 Mistakes Sales Leaders Make When Trying To Close A Revenue Gap
Originally published in Forbes By Randy Illig I recently had the opportunity to ask sales leaders from over 100 companies what was the No. 1 challenge…
Quotas Are Killing Your Sales Force Productivity. Here’s What To Do Instead.
Originally published in Forbes By Randy Illig I was once working with a company as they brought in a high-powered CFO to prepare for a…
The Single Biggest Time Waster For Sales People–And How To Avoid It
Originally published in Forbes By Randy Illig A few years ago when I was running my IT business, we spent several grueling weeks answering an…
Don’t Make This Coaching Mistake If You Want To See Your Sales Team Improve
Originally published in Forbes By Randy Illig Coaching has been a hot topic for years now, and I too have espoused the importance of leaders…
6 Surprising Traits That Every Sales Leader Needs To Become Exceptional
Originally published in Forbes By Randy Illig It’s shocking how many sales leaders have had the pleasure and the misfortune of learning almost exclusively on…
The Next Big Idea In Sales Leadership: Brand Strategy
Originally published in Forbes By Randy Illig Organizations invest so much money and energy into innovating products and services, developing marketing resources, and defining a…