Essential Edge

5 Tips for Managing Remote Teams

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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Air travel during a Pandemic, here’s what people said…

The U.S. is officially in a recession (since Feb 2020) and the global economy is forecasted to shrink by 5.2%. That’s not good news for the travel industry (and industries that rely on people travelling) – in a recent poll by the Wall Street Journal and NBC News, two thirds of those polled said they …

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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)?

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?

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?

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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