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
What’s the Difference Between Pilots and Sales Professionals?
April 1st, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out I know that title might seem to be a little bit odd but, when it comes to recurrent training, pilots outperform salespeople hands down.  For whatever reason, the sales profession has the perception that getting trained once is enough for a salesperson to be - Read More
 
Root Cause Analysis
March 12th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Attempting to dramatically change/improve the productivity of your salesforce, without conducting a thorough root cause analysis, is an exercise in hoping that your efforts will produce positive results.  In my experience, too many sales improvement - Read More
 
Do the Math
September 24th, 2020 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out There are many numbers, or metrics, that need to be monitored in order to optimize the results of your selling efforts.  Most sales professionals spend much of their time trying to generate leads or, in other words, they’re trying to fill their sales funnel - Read More
 
How WAS Next Quarter?
May 22nd, 2019 | Gil Cargill | Sales Processes and Productivity
No, I am not using bad grammar. I worded the title of this article deliberately to emphasize that most sales managers can’t predict the future results of their team’s current efforts because very few managers have documented, defined, and metrically managed processes in place. Without metrics, it’s - Read More
 
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
 

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