Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 4 for Growth: Culture

Culture is like a protective fluid that your sales system thrives in. But we’re not referring here to the traditional “sales” culture with its emphasis on heroic acts announced late on a Friday nor some undefined, free range “mulchy” culture.

Culture is really about a set of principles and “small” rules that guide behaviours and standards in terms of performance, integrity, initiative and team support. And the test of the value and strength of your culture is whether the team actively promotes the principles and rules.

The culture is set by the CEO and sales leadership and actively promoted by the direct line manager. It acts like an alarm that goes off when behaviours and standards fall below what is considered a safe level: sending an email when a much stronger channel is required is an example of working against a culture designed to help someone to be more successful. Poor or no call planning is contrary to a culture that promotes high standards. Bragging about the two years it took to deliver a 100k deal goes against any notion of high performance and sets a bar that is low, not high.

You can’t just announce a culture: the sales system needs to be built using some core rules and the culture will emerge from that.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 4 for Growth: Culture

Culture is like a protective fluid that your sales system thrives in. But we’re not referring here to the traditional “sales” culture with its emphasis on heroic acts announced late on a Friday nor some undefined, free range “mulchy” culture.

Culture is really about a set of principles and “small” rules that guide behaviours and standards in terms of performance, integrity, initiative and team support. And the test of the value and strength of your culture is whether the team actively promotes the principles and rules.

The culture is set by the CEO and sales leadership and actively promoted by the direct line manager. It acts like an alarm that goes off when behaviours and standards fall below what is considered a safe level: sending an email when a much stronger channel is required is an example of working against a culture designed to help someone to be more successful. Poor or no call planning is contrary to a culture that promotes high standards. Bragging about the two years it took to deliver a 100k deal goes against any notion of high performance and sets a bar that is low, not high.

You can’t just announce a culture: the sales system needs to be built using some core rules and the culture will emerge from that.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Pillar 4 for Growth: Culture

Culture is like a protective fluid that your sales system thrives in. But we’re not referring here to the traditional “sales” culture with its emphasis on heroic acts announced late on a Friday nor some undefined, free range “mulchy” culture.

Culture is really about a set of principles and “small” rules that guide behaviours and standards in terms of performance, integrity, initiative and team support. And the test of the value and strength of your culture is whether the team actively promotes the principles and rules.

The culture is set by the CEO and sales leadership and actively promoted by the direct line manager. It acts like an alarm that goes off when behaviours and standards fall below what is considered a safe level: sending an email when a much stronger channel is required is an example of working against a culture designed to help someone to be more successful. Poor or no call planning is contrary to a culture that promotes high standards. Bragging about the two years it took to deliver a 100k deal goes against any notion of high performance and sets a bar that is low, not high.

You can’t just announce a culture: the sales system needs to be built using some core rules and the culture will emerge from that.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.