IT and Business Insights for SMB Solution Providers

Gil Cargill

Gil Cargill is dedicated to helping business-to-business sales forces pinpoint problems in their infrastructure, implementing effective action plans that provide long-term solutions for both management and salesperson.

Sales Processes and Productivity
How WAS Next Quarter?
May 6th, 2019 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out No, I am not using bad grammar.  I worded the title to this article deliberately, because I wanted to emphasize the fact that most sales managers can’t predict the future results of their team’s current efforts due to the fact that very few managers have - Read More
 
The Catch-22 of Recurring Revenue
April 5th, 2019 | Gil Cargill | Sales Processes and Productivity
One of the significant contributors to revenue plateauing in companies that deal with their customers in a recurring transaction mode is this catch-22: once a salesperson has a portfolio or a book of customers that he/she is serving, they can frequently become so busy taking care of those existing - Read More
 
The Catch-22 of Recurring Revenue
April 3rd, 2019 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out One of the significant contributors to revenue plateauing in companies that deal with their customers in a recurring transaction mode is this catch-22. Specifically, once a salesperson has a portfolio or a book of customers that he/she is serving, they can - Read More
 
You’re Not That Different
September 11th, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Over the course of the past forty years, I’ve worked with thousands of business owners, CEOs and/or high-level executives to facilitate the implementation of new, more effective and profitable selling processes.  Many of them, probably ranging into the - Read More
 
Let’s Get Emotional
August 29th, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out No, not that kind of emotion; but the emotion that exists when you ask a prospect to change his/her vendors, products and/or business processes.  You see, although the topic is frequently glossed over, I believe that natural human emotion is an inevitable - Read More
 
Are You Training the Wrong People???
August 27th, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out In forty years of conducting professional sales training, I’ve learned that frequently the problem with a company’s ability to produce profitable revenue does not rest in the hands of the salespeople.  Rather, the suppression of sales, albeit inadvertent, is - Read More
 
Do You Employ a Sales Saboteur?
August 23rd, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Many entrepreneurial organizations that rely on a sales team have fallen prey to a phenomenon that I’ve observed over the years – specifically, the sales saboteur.  This person is a sales professional who, for a variety of reasons, believes that he/she doesn’ - Read More
 
If They’re Not Talking, You’re Not Selling
August 1st, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out It’s an old axiom in sales that the best salespeople listen better than they talk.  I’ve noticed that some salespeople confuse the ability to recite volumes and volumes of information regarding their product and service as selling.  In fact, all they’re doing - Read More
 
Your Sale Has Stalled… Now What???
July 31st, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out In the past few weeks, I’ve received over a dozen requests from salespeople regarding what to do when their sale has stalled.  The symptoms of a stalled sale are as follows: Your customer does not respond to your phone calls and voicemails as they once did.  - Read More
 
Sales Team Segmenting
July 16th, 2018 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out In my experience, all sales teams can benefit by segmenting into three compartments.  This assumes, of course, if you have more than two salespeople (LOL).  The segments are the top twenty percent, the middle sixty percent, and the bottom - Read More
 

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