In the initial stages of a company, the leadership team does all the selling. But, there comes a time when you realize you can’t continue to grow your business even if all your time is …
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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 …
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When Todd called me, he was worried. His company was growing. Over the past few years, they’d steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark …
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Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. …
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Sales is Social It’s funny to me that people forget that sales is a social process. Selling is mostly an interaction between people. Granted you can buy some products or services from a website and …
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Some of the most talented salespeople don’t come from a business background or even start out in that profession. Take Alice Heiman. She’s trained some of the largest sales teams in America, but for 13 …
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Secure Your Own Mask First You know how on an airplane the flight attendants tell you to secure your own oxygen mask before you help another? Well, developing your team follows the same strategy. Once …
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People ask me all the time if they should have a LinkedIn company page. Based on the statistics, the answer is probably, yes, however, there may be some exceptions. Here are some questions you can …
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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 …
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Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep …
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