Advice

70% of a busy executive’s time is wasted

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I’m fanatical about productivity. I hate wasting time and time-wasting activities. I’m pretty ruthless when it comes to not wasting time on activities that are meant to make us look busy versus actually producing (I like to “leave” work on time…and no, that is not a sign of laziness but efficency). Here’s just some of …

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5 Tips for Managing Remote Teams

Reading Time: 3 minutes

Now that many are still working from home, team managers may find it hard to adjust to manage your team’s productivity. I’ve worked & managed remotely for over fifteen years now, so I thought I’d share some lessons learned: Measure performance on outcomes & deliverables: from my own experience working in larger enterprises, the larger …

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B2B Sales: How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)?

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Question from a B2B Software Sales professional: “How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)? How much time should I dedicate for each activity each week?” My answer: Firstly, my approach to Sales & Marketing differs from traditional Sales & …

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Are there ways to instill consistency for my salespeople?

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I’ve been trying to help answer business questions lately especially during these trying times, here’s another one: In my experience, inconsistency with your salespeople may be signs of: Spending too much time on unqualified leads This is probably the most common reason for poor sales results. Not only that but it creates a vicious cycle …

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When in the B2B sales process, should I send a proposal to a client?

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I recently was asked this question and wanted to share my answer here with you too (with some minor edits): Great question on one of my favourite topics! I’ll share some of the common mistakes I see in the proposal process: First, proposals take time and resources to prepare – so there is a “cost” …

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