All posts by Liz Heiman
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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How to Woo Your Sales Team to Exceptional Results: The 5 Cs of Effective Sales Management
Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. Provide clarity, consistency, coaching, collaboration and don’t forget
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4 Reasons Value Props Flop
When Value Props Flop It’s easy to know when your value proposition is working because it’s resonating with the people you are talking to, and they are responding. They are saying things like “I
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6 Steps to Setting Strategic Sales Goals
Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting
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