All posts by Liz Heiman
The Best Way to Triage Your Sales Pipeline
Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep
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Basic and Effective Things You Can Do to Increase Sales
Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. You might assume salespeople are already practicing these skills, but in uncertain times, salespeople
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How to Refocus Your Prospecting Messaging
A month ago, you knew what to say when you picked up the phone or composed an email to prospects. You knew your ideal customer profile, your target market, and your value propositions. You had all the
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What To Do When Your Sales Team is Struggling
When sales teams struggle, I like to investigate three critical aspects of their sales strategy. Market Position Ideal Customer Profile Value Proposition A strategy that helps you hit your revenue
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5 Gifts to Give Yourself this Season
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
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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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