All posts by Liz Heiman
This is Why You Need a Sales Playbook
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because
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How To Use Your Sales Funnel to Grow Your Business
The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well
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Recession-Proof Your Sales
Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period
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Positioning Your Company for Sales Success
¾ Inch Bolts Were you ever walking down the street thinking, “Wow, I really want a ¾ inch bolt! Nothing would make me happier than a ¾ inch bolt.” When I asked that question in my last presentation, no
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Why Aren’t Your Key Accounts Growing?
How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be
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This is How to Use Sales Strategy for Success
In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Only 46% of sales reps didn’t hit their goals. If, like
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Build a B2B Sales Organization from the Ground Up
Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A
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Lessons for Your Sales Team to Learn from Santa
With Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. Santa is the icon of the season. Why is he so
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Customer-Focused Growth: How to Grow and Retain your Existing Customers
Most company leaders can tell you exactly what their growth goals are. They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. What many
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Want a World-Class Organization? Scare Away These Top 10 Signs that Your Culture is Terrified of Sales
CEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their
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