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 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
 
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
 
It’s Training Time Again
December 28th, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Historically, many companies embrace sales training strategies during the first quarter of most years. This is a great way to kick off the New Year, re-motivate the team, as well as put in place some sound principles to help the team sell more by - Read More
 
What’s Your Plan, Stan?
November 27th, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out I’m paraphrasing a line from Paul Simon’s 50 Ways to Leave Your Lover, which I’m sure most of you readers are too young to remember. But, it is that time of year when salespeople need to start developing a plan for the next year. - Read More
 
9 Ways the CEO Screws Up Sales
October 23rd, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out In many of the consulting engagements that I’ve had over the past thirty-nine years, the real sales productivity obstacle is the CEO. Now, I don’t pretend for a minute to say that CEOs and/or business owners are deliberately sabotaging - Read More
 
Time for a Speed Test
October 13th, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out The speed test that I’m referencing is the speed at which you and/or your organization respond to customer inquiries.  Recent studies show that your probability of closing business drops considerably when the delay of responding to an inquiry - Read More
 
Time for a Speed Test
October 12th, 2015 | Gil Cargill | Sales Processes and Productivity
The speed test that I'm referencing is the speed at which you and/or your organization respond to customer inquiries.  Recent studies show that your probability of closing business drops considerably when the delay of responding to an inquiry is as little as a few minutes.  As a matter of - Read More
 
Managing the Aging Salesforce
October 7th, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out As my generation (the baby boomers) age, this topic seems to be coming up more frequently than ever before. CEOs have asked me many times, “How do I motivate my senior salespeople?”  Or, another version of the same question is, “ - Read More
 
Managing the Aging Salesforce
October 6th, 2015 | Gil Cargill | Sales Processes and Productivity
As my generation (the baby boomers) age, this topic seems to be coming up more frequently than ever before. CEOs have asked me many times, "How do I motivate my senior salespeople?"  Or, another version of the same question is, "How do I keep them in the game?"  Before I answer that - Read More
 
Whatever You Do, Don’t Do This
February 19th, 2015 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out The “this” that I’m talking about is the practice that I’ve seen MSPs and IT consultants repeat many times. Tragically, each repetition costs the MSP and/or IT consultant a ton of cash. The behavior that I’m talking about is the - Read More
 

Pages