John’s entire career has been devoted to the world of sales and expansion. From selling advanced hardware products to complex enterprise software solutions, from being a regional account manager to serving as Vice President of Sales for a multinational firm, John knows first-hand the challenges and opportunities that lie within every role across the entire sales organization.

Now, John leverages his years of leadership expertise and award-winning sales management at a Fortune 100 corporation to help small- to medium-size businesses to grow and thrive. Here are a few of the topics we’ll discuss on this episode of Consulting with Authority:

• How John went from working at Xerox to starting his own consulting firm.
• The type of companies John works with and how he helps their sales teams.
• How to perform well in a complex sale cycle.
• Different business development techniques and John’s prospecting process.
• How to build and grow a strong referral network.
• Common challenges consultants face in the sales cycle.
• How long your sales cycle should be.
• When a company should onboard its first salesperson.
• The importance of measuring the right KPIs.

Resources:

• Mountain State Sales Solutions
• Sales Xceleration

Connecting with John Alden:

• LinkedIn
• Email

Connecting with the host:

Scott Cantrell on LinkedIn