IT and Business Insights for SMB Solution Providers

Gil Cargill

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
 
Blog Entry
September 24th, 2020 | Gil Cargill
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.  Obviously, that’s important.  But what would happen to your top and... - read more
 
Blog Entry
May 22nd, 2019 | Gil Cargill
It takes solid sales metrics to predict future results. - read more
 
Blog Entry
May 6th, 2019 | Gil Cargill
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 documented, defined and metrically managed processes in place.  Without metrics,... - read more
 
Blog Entry
April 5th, 2019 | Gil Cargill
The more successful a managed services salesperson is, the less time they have for prospecting. Here's how to break out of the trap. - read more
 
Blog Entry
April 3rd, 2019 | Gil Cargill
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 frequently become so busy taking care of those existing customers that they don’t have... - read more
 
Blog Entry
September 11th, 2018 | Gil Cargill
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 hundreds, have shared that their business is absolutely and totally unique from other businesses. I find that,... - read more
 
Blog Entry
August 29th, 2018 | Gil Cargill
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 component of virtually every sale. For instance, I believe that your prospects are... - read more
 
Blog Entry
August 27th, 2018 | Gil Cargill
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 a function of sales process bottlenecks. You see, all salesforces have processes.  Most of these processes... - read more
 

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