Working to improve sales at small companies is always challenging. Every company leader I work with wants rapid, exponential growth. It’s not that exponential growth isn’t possible, but there’s a lot of change that needs to …
There are more than 467 million members on LinkedIn. Are you and your sales team? I would hope so! Social selling is critical for the modern seller. Social selling provides new opportunities for salespeople to …
In the initial stages of a company, the leadership team does all the selling. But, there comes a time when you realize you can’t continue to grow your business even if all your time is …
Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. …
Sales is Social It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and …
Secure Your Own Mask First You know how on an airplane the flight attendants tell you to secure your own oxygen mask before you help another? Well, developing your team follows the same strategy. Once …
People ask me all the time if they should have a LinkedIn company page. Based on the statistics, the answer is probably, yes, however, there may be some exceptions. Here are some questions you can …
We all love it when we get a referral. Someone we did a great job for tells others and is more than willing to make an introduction for us. These people come to us more ready and willing to …
Not all business is good business. Just because a company is in your target market doesn’t mean you want to do business with them. Even if your target market is well-defined, not all the companies …
Develop Yourself As sales leaders, especially when we are also running the company, we need to take time to develop ourselves, even though our lives are crazy busy. We need time to innovate so we can …