What is good selling? There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. Virtual or not. What we want to do is take the focus off virtual and...
The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, some are struggling, and some are in between but there is a consistent challenge for all companies, the switch to...
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...