Do you ever wonder if your key accounts are growing as much as they could be? My clients are often shocked to discover how much money they are leaving on the table in their key …
No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies get caught in the crossfire. The …
Do you have a sales funnel? Or maybe you call it a pipeline? Maybe you don’t call it anything, but no doubt, you have a list of prospects that are somewhere in the buying process. …
Did you ever wonder why values are part of a strategy or strategic plan? It’s interesting how some people get really excited about mission, vision, and values, while others like to focus on goals and …
Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in context. Context matters. In this case, the context …
Do you sometimes feel like your sales team is counting on luck, instead of strategy and process to close deals? Of course, I am going to advocate for strategy and process but sometimes, yes, you get lucky and …
SaaStr Annual 2018 just wrapped up in San Francisco. After 3 days of non-stop networking, listening to incredible speakers and having many Braindates, I finally have a chance to sit down and reflect on what I learned at …
A great growth strategy requires account planning. When you are planning your sales revenue for next year, how do you decide what it will be? Do you say, “We need to grow X%” and set …
Networking, whether in person or on social media is a critical part of the modern sales process. If you are a sales leader, you have probably realized that while your sales team is primarily staffed …
I just couldn’t resist writing about spooky sales reps—it is Halloween, after all! You know, when all the spooky, creepy things are supposed to come out. It’s that time of year when ghosts, goblins, vampires, …