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
June 8th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Sales Meetings vs. Selling Time Sales meetings are the bane of many sales representatives.  That’s because they perceive they don’t get any value out of these weekly exercises.  The next time you plan a sales meeting, I’d like you to take into consideration - Read More
 
June 3rd, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out If you’re like most sales managers, you came to your position accidentally.  Tragically, there are very few universities that offer a diploma in sales management.  The entrepreneur that starts a business has a goal of success and wealth but, somewhere along - Read More
 
May 26th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers - Read More
 
May 17th, 2021 | Gil Cargill | Sales Processes and Productivity
New post from Gil Cargill..check it out The vast majority of American business-to-business salesforces are using a sales process that was first documented in 1893.  I have read the 1893 edition of the NCR sales training manual and, tragically, it describes the process that many (if not most) - Read More
 
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
 
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
 
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
 
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
 
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
 
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
 

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