When sales teams struggle, I like to investigate three critical aspects of their sales strategy.
Ideal Customer Profile
A strategy that helps you hit your revenue
Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals.
If you are like most, the holidays are an unreasonably
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
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
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
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
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
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
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
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