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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 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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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 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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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 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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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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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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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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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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