Hope Eyre

Hope Eyre is a sales effectiveness expert who takes a roll-up-the-sleeves approach to building winning sales organizations. She regularly works side by side with sales teams around account segmentation and planning and has helped numerous complex organizations rethink they way they serve their largest accounts. Hope’s specialties include sales transformation, sales capability development, leadership development/coaching and performance management. If “sticky” could be a word to describe a consultant, it would be a perfect descriptor for Hope, as clients like to keep her around.

Recent Posts

The First 90 Days for a Sales Leader: A Guide to Success

By Hope Eyre

If you’re a Sales VP and you’ve been in the same role for more than 2 years – Congratulations, you’re above average (like a child from Lake Wobegon). You’ve already exceeded the average Sales VP shelf life of 18 months. Statistically, it’s just a matter of time before you change jobs.

Maybe you’re a veteran to the role, but you’ve taken on a far larger sales organization than you’ve ever led before. Maybe you’re a brand new Sales VP and are still shaping your leadership skills.

Maybe your company just reorganized, and you find yourself heading up an entirely different sales organization than the one you had previously – or even more daunting, you’ve been charged with building one out of whole cloth.

And maybe you’re hovering around that 18-month mark, and circumstances are making you wonder whether you should start looking.

So many of our long-term clients include sales leaders who’ve moved from one company to another (often more than once) that we decided to build a guide for achieving quick wins, avoiding pitfalls and setting a clear, long-term sales strategy within The First 90 Days.

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Sales Relic at Work

By Hope Eyre

Cloud Reshaping GE, SAP: “For an idea of what’s in store for IT workers at industrial conglomerate General Electric Co., you can look no further than German software vendor SAP AG, which Wednesday told the Journal’s Friedrich Geiger that “job cuts” would impact people developing and selling traditional packaged software.” The Wall Street Journal, May 14, 2014

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Millennials in the C-Suite

By Hope Eyre

In the spring of 2000, when the dot-com era was at its peak, and everyone in Silicon Valley was having such a good time that it was easy to ignore the tug of impending economic gravity, I was working as a business developer for SAP, the German ERP software giant.

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The Changing Nature of B2B Sales

By Hope Eyre

I’ve been reading a lot about the changing nature of B2B sales: journal articles, blogs, research reports, white papers, opinion from training companies and consulting firms, you name it. Exactly how the world of B2B sales is changing, what’s causing it and how sellers must adapt (or die, presumably) is subject to very broad interpretation.

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To See Sales Trends in Action, Fly to LaGuardia

By Hope Eyre

“By 2020, 80% of business-to-business transactions will be automated. As a result … in the coming years we can expect the number of sales jobs to shrink from 15.5 million to just four or five million.”  -- Gerhard Gschwandtner, Founder and CEO of Selling Power. 

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The Chronicles of Account Planning: The Lion, the Whip and the Chair

By Hope Eyre

As a business developer in high tech, I did a lot of collaborative account planning. Our team account plans were things of beauty, right down to the little quarter moon, half moon – and so on – shapes we used to visually denote how much preference the decision makers and influencers had for us as a vendor (full moons were best).

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Keeping the Bloodthirsty, Man-Eating Tiger at Bay

By Hope Eyre

Let’s say your company posted a dating profile on Match.com to attract sales managers. Do you sometimes have the feeling that this is how it would read?

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Selling in Our Culture of Fact Subjectivity

By Hope Eyre

I was sitting in a bar drinking martinis with my friend, Amy, on a recent Saturday night.

We were talking politics, and I mentioned the premise of my last blog post – that the confluence of affordable personal technology with a cacophony of media outlets has allowed our culture to create something new: personalized facts.

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Facts Are Stubborn Things… (or Are They)?

By Hope Eyre

My mother’s preferred form of maternal bonding is to call and quiz me on articles from The Economist.

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Habit Number 7 - Self Improvement

By Hope Eyre

I was sprawled on my couch last week, electronically multi-tasking, when I read that Stephen Covey had died.  My immediate and unexpected reaction was – guilt.

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