It’s great to give to your family, friends, and clients. But the most important gift is the gift of taking care of yourself. By giving yourself this gift, you could increase your sales more than ever before. Here are the books I mention in the video: Stillness Is...
What is a Mutual Action Plan? A Mutual Action Plan (MAP) is a coordinated, strategic plan that smooths the way for buyers to make a purchase from you. This is a living document, created by the seller's team with buy-in from the customer, that all parties use to...
I have always had a creative side to me. Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). One of the reasons I love sales so much is because I can be...
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 our work and the people we work with; we can feel overwhelmed...
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 the phone and call your company to learn more. LinkedIn Builds...
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 now for the top 10 to 100 customers?” What could the CEO do that would BLOW the...
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 and more business from existing customers. Although training can...
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 to hear their thoughts on the books if they did! Below are 4 more...
It’s very easy for salespeople to waste time on activities that are 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 wasting time – until the forecast is in and it’s too late. They...
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 to get a 1% response rate? How much is this costing your...