IT and Business Insights for SMB Solution Providers

Cargill Consulting Group

Blog Entry
August 3rd, 2021 | Gil Cargill
New post from Gil Cargill..check it out This is my way of paraphrasing a famous statement made by Albert Einstein.  And I think it applies to managers and owners of sales-driven companies. Over the 43 years that I have coached these companies, I’ve observed that many entrepreneurs and owners who are frustrated with the results their sales and marketing efforts are producing. ... - read more
 
Blog Entry
June 25th, 2021 | Gil Cargill
New post from Gil Cargill..check it out One of the problems with many sales teams today is the sales leader or sales manager became a manager because of his/her selling proficiency, not because of their coaching and managing ability. This situation is exacerbated by the fact that very few (if any) colleges and universities offer a four-year diploma in sales management.  In... - read more
 
Blog Entry
June 8th, 2021 | Gil Cargill
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 the value of the selling time that is required to conduct the... - read more
 
Blog Entry
June 3rd, 2021 | Gil Cargill
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 the line, he or she recognizes the need to grow a salesforce. Chance of... - read more
 
Blog Entry
May 26th, 2021 | Gil Cargill
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 will, I predict, become even more challenging due to the fact that they... - read more
 
Blog Entry
May 17th, 2021 | Gil Cargill
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) American business-to-business salesforces are utilizing. Impact on Sales I also know that this outdated... - read more
 
Article
April 6th, 2021 | Megan Santosus
Virtual sales meetings are likely here to stay, so channel pros need to overcome obstacles and hone new skills for making them work. - read more
 
Blog Entry
April 1st, 2021 | Gil Cargill
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 proficient throughout his/her career.  Nothing could be further from the truth.... - read more
 
Blog Entry
March 12th, 2021 | Gil Cargill
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 initiatives are launched as a result of a senior executive saying (sometimes in a very loud voice), “Do something about... - read more
 
News
February 9th, 2021 | Colleen Frye
Service Leadership’s Paul Dippell headlines the online live event on March 3, which features a full day of educational content, peer networking opportunities, and vendor expo. - read more
 

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