If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That is working in the business and not on it. What do I mean by that?...
Do you ever feel like most of your days are spent going to meetings, assembling information for reports, and putting out fires? Do you wish you had more time to focus on the things that will make the biggest impact? What if you had more time each day...
Is it true that most sales reps don’t hit their goals? My friend Tiffani Bova shared 26 Sales Statistics that Prove Sales is Changing and one of them is that sales professionals spend just 34% of their time selling so it is no wonder that 57% expect to miss their...
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. What’s the next easiest way...
We Need More Sales Now! For every entrepreneur, CEO, and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. So how do we speed sales up? For starters, we can change our mindset and our expectations. Check...
Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals. If you are like most, the holidays are an unreasonably stressful time. Your family wants you to spend time with them, your...
269 Billion Emails Ugh! Email. The minute you’ve cleaned up your inbox and finally feel like you’ve got a handle on it, another message comes in demanding your time and attention. It’s impossible for most of us to focus with all that email sitting there. We wonder...
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. My friend Joanne Black and I...
Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events by showing how much revenue was generated from the leads...