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Focus on Process not Pricing
What does the sales process have to do with pricing? My friend and pricing specialist, Mark Stiving and I recently discussed how the sales process can impact pricing on his podcast, Impact Pricing. (Don’t
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Are You Having Your Best Day?
As leaders, most of us work long hours. It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. There is always so much to be done and not enough time. Even when we love
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CEOs and Sales Leaders: Be Your Company’s LinkedIn Evangelist
Chief Lead Generator As the CEO you probably don’t think it is your responsibility to generate leads. But imagine if your actions drove traffic to your website or caused someone to email or pick up
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8 Ways to Blow Your Customers’ Minds
What is the CEO’s role as “CCO – Chief Customer Officer” in these challenging times? I started thinking about this for each of my clients. I thought, “What could the CEO do right
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Winners Have Great Sales Coaches
No matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business
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4 Sales Books That Will Help You Grow
More books! In our last book round-up, I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love
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Are You in the Dark When it Comes to Selling Activities?
It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are
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This is Why You Should Talk to The People You Know
Talk to the People You Know What are your salespeople doing all day? Is it productive? Are they getting results? Do they dial the phone 100 times and reach one person? Do they send hundreds of emails
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How To Improve Your Team’s Productivity to Close More Deals
Is your sales team productive? If you’re a CEO or sales leader feeling like your sales team isn’t as productive as they should be, it’s time to look at priorities instead of activities. If
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The Secret Way CEOs Can Help Salespeople Avoid a Sales Slump
Around this time of year, many sales teams experience a summertime slump. Customers and colleagues go on vacation for a week or two. Kids are at home and parents are focused on them. We are still experiencing a
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