Running an Effective Weekly Sales Meeting

Most internal sales meetings suck. I’ve observed them, participated in them, and even led them. Multi-tasking 📱, day-dreaming 😴, and intentionally scheduling other meetings 🗓 over the top of them are common occurrences. In this blog post, I’m going to share a framework to help turn one of your most dreaded meetings into one of your most valuable. 📈

June 19, 2024
Sales Scorecard: Measure What Matters

I've worked both for and with leaders who measure everything, measure nothing, constantly change what they are measuring, or just fail to follow through on what they have set out to measure. 📉 These tactics create confusion and frustration, erode accountability, and destroy trust and credibility. ❌ The path to success lies in measuring what truly matters, focusing on the inputs, and fostering a culture of consistency. ✅

June 11, 2024
Replace Unpredictability with Intentionality: Precision Prospecting with your Blue Chip Client Profile

Rather than relying on 'hope' for referrals and inbound leads 🙏 , take charge of your sales efforts with a highly focused, valuable, and consistent outbound sales strategy. 🎯 While I "hope" that cold, outbound sales never has to be your #1 source of winning new business, when done right, it can be the difference-maker in winning new Blue Chip clients. 🏆

June 4, 2024
Center your Blue Chip Aim: Time, Talent & Treasure

🔐 Unlock your business's full potential by aligning your resources with your "Blue Chip" clients. Discover how focusing your time, talent, and treasure can drive sustainable growth and secure long-term success.

May 28, 2024
Why Your Sales Team NEEDS Professional Marketing Support

I grew up in a company that believed our "salespeople we our best marketers." The idea was simple: if we have enough sellers knocking on doors and getting in front of key stakeholders, it trumped any marketing campaign we could develop. Right or wrong, it seemed to work as our organization experienced massive growth. I’ll admit, in my earlier years as a business coach / consultant, I subscribed to the idea that salespeople could "muscle" their way to meetings. The mantra was simple: grind hard enough, work relentlessly enough, and success would follow. But eventually, I learned - or rather, unlearned.

May 21, 2024
Tailor Your Outreach Messaging for Success in a Crowded Marketplace

In a crowded and noisy marketplace, standing out and making meaningful connections with prospects can be an uphill battle. As outbound sales grow more challenging by the day, refining your approach to outreach messaging is no longer just an option—it's a necessity. Here, I'll dive into key strategies for crafting tailored messages that not only break through the noise but also forge meaningful connections with your target audience, ultimately paving the way for new business opportunities.

May 14, 2024
How a "Graveyard" Prospect Almost Ended My Career in Sales

One prospect nearly derailed my entire sales career. This piece shares my journey in sales from hesitating to approach high-value targets to a disastrous meeting with a "Graveyard" Prospect. Lesson learned: Prioritize Blue Chip prospects for success and don't let setbacks discourage you. hashtag#Sales hashtag#SalesStrategy hashtag#B2BSales hashtag#OutboundSales hashtag#SalesProspecting hashtag#ThoughtLeadership

May 7, 2024
The Origin of the Blue Chip Profile: Lessons Learned to Invest More Time with the Right Prospects and Sell More

⌛ In sales, the decisions about where to invest your time can make or break your success. 🔍 Discover the origin of the "Blue Chip" profile as I share my journey from struggle to strategy, navigating the challenges of building a new division in the staffing industry. 🌟 Learn how the "Blue Chip" checklist became my guiding light, filtering out misaligned prospects and directing me toward the most promising opportunities.

April 30, 2024
Why don’t GREAT players make GREAT coaches? Insights for Sales Leaders

Have you ever wondered why some of the greatest players in sports history struggle when they transition to coaching roles? 🤔 I dive into this intriguing topic in my latest blog post, drawing parallels between basketball and sales leadership. If you're a founder or sales leader transitioning from individual contributor to team manager, this read is for you. Uncover the challenges you may face and actionable steps to overcome them.

April 23, 2024
What REALLY Should You Expect From Your Salesperson in Their First 6 Months?

🗓 The first six months can make or break a new hire. As leaders, it's critical to set realistic expectations and provide the necessary support for our new salespeople to thrive. ⏰ One of the biggest mistakes I see organizations make is taking an often unrealistic Year 1 revenue goal, dividing it by 12 months, and starting the clock on Day 1. Tick. Tick. Tick. 🔍 Key Insights: - Learn why rushing new salespeople onto the phones can be a recipe for disaster. - Explore the benefits of a 24-month ramp schedule for setting realistic expectations.

April 16, 2024
Reflecting on My 10x Journey: Goals, Attitudes & Beliefs

As a young professional, I penned down my Goals, Attitudes & Beliefs, seeking direction amidst uncertainty. Yet, it took pivotal moments—like meeting my wife, Molly, and founding Carver Peterson—to truly embody these principles. In my latest blog post, I dive into the transformative insights gained from my 10x journey. I share the challenges, the milestones, and the profound evolution that has shaped my life. Shout out to my Vistage Worldwide, Inc. Group and our Chair, Cathy "Fitz" Fitzhenry for helping me realize and appreciate this growth.

April 9, 2024
Hunter and/or Farmer: Why Specialization is Critical for Sales Success

Are you navigating the complexities of structuring your sales team? In my latest blog post, I dive into the critical decision of hiring sales generalists vs specialists. Drawing from personal experience and industry insights, I explore why specialization is necessary for achieving sustainable sales growth in today's dynamic market. Read the full article to discover: 🎯 The limitations of the traditional generalist model 🔑 The emergence of sales specialization and its undeniable benefits 💡 Practical strategies for implementing specialization in your organization 🚀 How specialization can unlock your team's full potential and drive long-term success

April 2, 2024
Choosing the Right Sales Leader: Prioritizing “Slope” Over “Height”

🗝 Discover the key to selecting the 'right' sales leader for your small business in my latest blog post! ⚖ Uncover why prioritizing 'slope' over 'height' is crucial for long-term success, as I delve into insights from the Harvard Business Review and my own experience. 📈 Learn how emphasizing potential and adaptability can lead to a more connected approach and ultimately, a thriving sales team.

March 19, 2024
Turning Lemons into Lemonade: Leveraging Sales Leadership Turnover for Business Improvement

As an executive leader of a small or medium-sized business, the departure of your VP of Sales can be a challenging setback. The average tenure of a VP of Sales is a mere 19 months, often leaving leaders scrambling to fill this critical role. This turnover not only disrupts the sales team but also places additional responsibilities on the executive leader, who may lack the time, competence, or confidence to effectively manage sales operations. However, in the face of adversity, it's crucial to view this situation as an opportunity for improvement rather than simply finding a replacement. Let's explore four key recommendations to navigate this challenge effectively and transform it into an opportunity for growth.

March 13, 2024
Mastering Stakeholder Guidance for Sales Success

In B2B sales, mastering stakeholder guidance is critical as decision-making groups expand and buyer journeys grow more intricate. According to Challenger’s insightful research, the average number of stakeholders involved in the decision-making process has increased to 6.8 (up from 5.4) with 40-60% of deals lost to no decision as opposed to competition. This article delves into the significance of stakeholder guidance and provides actionable insights for salespeople aiming to take and maintain control of the sales process effectively.

March 6, 2024
Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

At the heart of many B2B technical and professional services firms lies the Founder Rainmaker. However, as the company grows, relying solely on the founder's sales efforts becomes limiting. Many founders find themselves at a crossroads, realizing that in order to achieve sustainable growth and eventually exit their firm, they need to build a high-performing sales team. First things first, they will need to build and execute an effective outbound sales strategy. In this article, I share the 5 essential steps to guide Founder Rainmakers on this journey.

February 27, 2024
The Art of Asking Questions

As a young, up-and-coming salesperson, I vividly recall my first high-stakes meeting alongside our seasoned National Sales Executive. Expecting a front row seat in the articulation of our services, unique differentiators and overcoming objections, I instead found myself immersed in a masterclass on "the art of asking questions." I was shocked. It all seemed too easy, too simple. In this blog post, my goal is to shine a light on the significance of questions within the sales process, particularly during qualification and discovery meetings.

February 20, 2024
Sales: The First Mile of the Customer Experience (CX)

In business today, there is a lot of attention on the Customer Experience (CX), and rightfully so. That said, one critical aspect tends to be overlooked: sales. Consider this: your sales team serves as the initial touchpoint for your potential clients, making them the gateway to your organization's offerings. They are the first impression, the voice, and the face of your company. Yet, how often do you pause to evaluate the quality of this first encounter? In this blog post, I provide 6 keys to enhance the sales experience.

February 14, 2024
Maintain Control of the Sale

Maintaining control of the sale is not just a skill; it's a necessity. Mastering this competency positions you as the expert guide in the sales journey, ensuring that you lead the process from start to finish. So, maintain control, ask thoughtful questions, and watch your sales process transform into a streamlined and successful journey.

February 7, 2024
Take Control of the Sale

he ability to take control of the sale is not just a skill; it's a requirement. Mastering this competency positions you as the expert guide in the sales journey, ensuring that if anyone shapes the narrative, it's you. So, take command, lead with purpose, and watch your sales process transform into a streamlined and successful journey towards growth.‍

February 1, 2024
The Pros & Cons of Hiring an Appointment Setting Company

As a growth-minded leader of a B2B services firm, one of the primary challenges is generating high-quality leads and securing appointments with potential prospects. In today’s crowded, noisy and highly competitive marketplace, this problem is common. My clients often ask for my feedback & experience on working with an outsourced appointment setting company to bolster their top of funnel efforts. Here are the Pros & Cons I’ve observed within the outsourced lead generation model.

December 19, 2023
Why do nearly 1 out of 3 salespeople turnover annually?

I saw that nearly 1 out of 3 salespeople were turning over annually (via LinkedIn, Hubspot, Forbes and HBR) and I got really curious about it. After doing my own investigating and research, Carter Hopkins, Founder/President of Pursuit asked me to talk about it on his podcast. Here are some of the highlights from the conversation.

December 13, 2023
Reflecting on 9 Years of Growth, Change, and Resilience

It’s with gratitude and pride that I write this blog post, celebrating the 9 year anniversary of Carver Peterson. Milestones have always prompted me to pause & reflect and I wanted to take a moment to recognize some key people and say thank you to all of the leaders who have trusted me with their businesses & sales teams. I am immensely proud of where we are today, but I am also excited about what the future holds. My commitment to helping growth-minded leaders build high-performing sales teams remains unwavering. Thank you for being a part of this incredible journey. Here's to the next nine years and beyond!

November 9, 2023
Unlocking Sales Success: The Power of Creating a “Safe Environment”

Raise your hand if you love doing role-plays. I know…just the thought can make your palms sweat. The organization I grew up in expected us to engage in two role-plays every single week, and I'll admit, I wasn't exactly thrilled about it. But here's the twist – over time, I came to realize just how fortunate I was to have this practice embedded in our culture. If you're curious about how to make role-plays (and other best practices) a valuable tool rather than a dreaded task, keep reading.

October 31, 2023
Leadership Lessons from Shaka Smart's "Open Practice"

My father-in-law asked if I wanted to attend the Marquette basketball “open practice” and I immediately responded with YES! The Marquette University Golden Eagles are ranked #5 in the preseason polls and I’ve loved their Head Coach, Shaka Smart ever since he turned Virginia Commonwealth University (VCU) into a basketball powerhouse in the early 2010s. My original expectations was a fun way to entertain our 3 young kids for the evening and maybe … just maybe… I might get to watch a little basketball. What I found, instead, was an absolute masterclass on leadership. In this blog post, I'll share what I learned from Shaka Smart's practice and how they can be applied to business.

October 24, 2023
Above money, benefits, title, or perks, seek an organization with a great sales leader

Do you remember that game show “Let’s Make a Deal.” In a nutshell, the contestant was willing to trade away a prize to see what was behind Door #2. Sometimes it was a brand new car and sometimes it was a bathtub full of baked beans. When I decided to start my career in sales, I’m thankful that behind Door #2 was Burt Baptiste and Chris De Angelis, two of the very best at leading & managing people. Over the years, I’ve come to realize just how fortunate I was.

October 17, 2023
Why a Butt-in-the-Seat Isn’t Your Solution in Sales

In the complex world of B2B sales, growth is a coveted objective. Companies aim to increase their market share, secure more clients, and, in general, become bigger players in their industries. However, before pursuing expansion, it's imperative for B2B sales teams to prioritize excellence and refinement in their operations. In this blog post, I will dive into the reasons why focusing on improving your B2B sales team before scaling up is not just a good idea, but a strategic necessity.

October 10, 2023
The Accidental Salesperson

As a kid, I was convinced that I was going to play professional basketball. Fast forward the tape and I’m working as an entry level sales person at a staffing firm. It just… kind of… happened. At first, I was excited, but that enthusiasm quickly faded. I'm not sure I would've made it if it wasn't for some simple, yet profound advice. In this blog, I share the three principles that helped me turn from an Accidental Salesperson to a Sales Professional.

October 3, 2023
My Experience as a First-Time Manager & the Sacrificial Lamb

I thought I was going to be an awesome manager. Why? Well…because I knew what I “liked” and “didn’t like” as an employee. And because I was the captain of a couple teams in high school and held a few leadership positions in my fraternity. Okay…so not a ton of a experience, but a full-tank of confidence. Does that sound familiar? Unfortunately for my first direct report...I sucked. Ultimately, he was let go, not because of his incompetence, but due to mine. It was a humbling experience, one that taught me invaluable lessons about leadership, self-awareness, and personal growth. While I understand there is no better teacher than experience, my purpose & goal is to better equip and prepare first-time managers (or the leader of the 1st time manager) so we can limit the number of sacrificial lambs. In this blog, I'll share my journey and the crucial takeaways I gained from my early missteps as a first-time manager.

September 26, 2023
Top 10 Recommendations for Onboarding Success in B2B Sales

Nearly 1 out of every 3 salespeople turnover each year, according to LinkedIn, Hubspot, Forbes & Harvard Business Review. In my own research and study, I found that the vast majority of that turnover is happening in the 1st year within a new company. Regardless of their professional experience, a well-structured onboarding program is critical to ensure your new B2B salesperson gains the competence and confidence they need to succeed at selling your unique offering. Here are the top 10 recommendations for a successful onboarding process.

September 19, 2023
The Pros & Cons of Promoting your Top-Performing Salesperson into your Sales Manager Role

In the fast-paced and competitive landscape of B2B technical and professional services, making strategic decisions about your sales team's leadership is critical. Unfortunately, the sales manager role is a hard one to get right and one that commonly experiences turnover. One common dilemma faced by organizations is whether to promote their top-performing salesperson into a sales manager role. As the saying goes…the best salespeople don’t always make the best sales managers. This decision can significantly impact your team's performance and overall success. In this blog post, I’ll explore the pros and cons of promoting your star salesperson to a sales manager position.

September 12, 2023
Five Questions with Scott Peterson

For nearly a decade now, Scott Peterson has helped executive leaders build high-performing sales teams of their own. We met with him to talk about leadership and the impact of human-centered design... Read the interview or listen to a podcast version through "Do tank Presents."

September 6, 2023
High Volatility: Annual Turnover Rate of U.S. salespeople is ~30%!

Nearly 1 out of every 3 salespeople turnover each year, according to LinkedIn, Hubspot, Forbes & Harvard Business Review. In comparison, the average turnover rate for all professions is about 13%. That means, the turnover rate in sales is 3x higher. The big question is WHY? I reached out to our community of business leaders who are actively building / growing their B2B sales teams and asked them a series of questions specifically around their Year 1 salespeople’s expectations, performance and compensation. Here are some of the results, insights and my five top 5 recommendations to help your organization improve at screening, selecting, onboarding and retaining top sales talent in Year 1.

September 6, 2023
Navigating the Top 5 Sales Management Challenges in B2B Professional & Technical Services

Sales Managers play a pivotal role in driving growth and profitability within B2B professional & technical services firms. However, their job is filled with unique challenges that demand creative solutions and strategic thinking. In this article, I’ll dive into the top five challenges faced by sales managers in these industries.

September 5, 2023
The “Blue Chip” Client Profile

In my experience, the key to growth is winning, retaining & growing the “right” clients. But unfortunately, all-too-often, sales & marketing teams don’t have a clear definition of what the “right” client is. Resulting in time, energy & money focused on misaligned prospects and clients. This is a one way ticket to nowhere. When I started my consulting practice in 2014, I needed a way to simplify business development for entrepreneurs and developed this 2x2 matrix. This simple framework has become the centerpoint of my work and has helped many organizations grow in a sustainable way.

August 15, 2023
A Culture of Accountability Starts with Realistic Performance Goals & Expectations

The average turnover among U.S. salespeople is around 30%, according to LinkedIn, Hubspot, Forbes & Harvard Business Review. I'm confident saying the majority of this turnover is coming from “new hires” within their first 12 months of employment. It’s hard to attract, screen and select the right candidate if you don’t have clarity of “what success looks like” for a salesperson within your unique organization. So why do you have such a generic job description?

August 9, 2023
Aim Small, Miss Small

As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects (vs. aligned prospect) and unknowingly “prioritizing” your worst clients (instead your best).

July 6, 2023
Give Value or Do NOT Send the email

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic, automated, wide net email blast.

June 27, 2023
20% of your Clients Generate 80%+ of your Revenue

You have a small number of clients that are generating the vast majority of your revenue and profitability. However, it’s astonishing that you don’t act like it.

June 20, 2023
Do NOT email your Proposal

If they are not willing to schedule time to review your proposal live with you…they’re just not that into you.

June 13, 2023
If they Don’t Agree on the Problem…they Can’t Align on a Solution

Buying has become more complex. Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.

June 6, 2023
I Ain’t Afraid of No Ghosts

These are prospects who often go through the entire sales process, only to end up doing nothing. That means your sales team has invested, or more accurately wasted, precious time, energy and resources on an opportunity that eventually fizzled out. Ghosted!

May 31, 2023
The Next Step of Our Process is…

As a salesperson, time is your most precious resource. How and where you invest your time largely determines your performance and your paycheck. The last thing you want to do is dedicate time, energy and resources into a prospect and opportunity that doesn’t close. Unfortunately, we’ve all been there before. And it hurts.

May 23, 2023
Take and Maintain Control of Your Sales Process

The buying journey has become much more complicated. There are more stakeholders involved, considering more options and with an abundance of information readily available. Sales organizations are investing more time with prospects but closing fewer deals.

May 16, 2023
Your Sales Pipeline is Dustier than an Old Pickup Truck

You are making important strategic decision based on your sales pipeline and the information is inaccurate. It’s likely you have old, stale opportunities that need to be “washed” from your funnel.

May 4, 2023
Life, Love & Leadership: A Tribute to Burt Baptiste

It’s been my experience that when you meet someone who is going to change your life, you almost never know it as it’s happening.

February 24, 2016