Stop Talking about Products and Start Talking about Problems

Stop Talking about Products and Start Talking about Problems

At many companies, salespeople and marketers focus on products when talking to customers – not business problems.   The challenge is to get your sales and marketing team to focus on your customer’s business

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How CEOs Can Lead Sales Change through Historic Times

How CEOs Can Lead Sales through Historic Times

For months, the coronavirus has dominated conversations and news coverage around the world.  If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell,

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Triage Your Sales Pipeline

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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Sales Growth Strategies for CEOs

Sales Growth Strategies for CEOs Right Now

The CEOs we work with are focused on making necessary changes to grow sales right now. Are you?  As a founder and leader, when was the last time you thought about sales strategy? Sales is your revenue

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Increase Sales

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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Sales Strong

How to Keep Sales Strong in Tough Times

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home, this also isn’t

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Prospecting Messages

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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Sell at Home with Kids While Social Distancing

How to Sell with Kids at Home during Social Distancing

How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach, trainer, and speaker. (They probably also know

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Sales Team

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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Talking with Customers with Coronavirus Fears

How to Talk with Customers during Coronavirus Fears

The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries. As an example, look at the impact coronavirus has had

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