Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A solid foundation ensures a stable structure. The same is true...
With Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. Santa is the icon of the season. Why is he so popular? Maybe because he has a reputation for doing things the...
90 million LinkedIn users are senior-level influencers and 65 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has over 875 million users in more than 200 countries, These...
Most company leaders can tell you exactly what their growth goals are. They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. What many can’t tell you, is their plan for retaining and growing their...
The Giving Season I can feel the season changing. The air is finally getting colder, the trees are almost bare, the leaves are crunching beneath my feet as I take my morning walk and as I walked into Whole Foods the other day a giant inflatable snow globe was being...
"77% of executive decision makers found at least one new supplier at the last trade show they attended." Spingo Did they find you? Lead Generation Many of you have sales plans for 2019 that include attending and exhibiting at trade shows to generate leads. In fact,...
You and I both know one of the key reasons salespeople don’t hit their quota is because they don’t have enough deals in the funnel. They work the ones they have like crazy at the end of the quarter but if they are not ready to close they don’t hit the number. If...
Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing. I know, I’ve been coaching their deals. Their deals are stuck. Your salespeople are starting off too low...
Did you know? 20% of customers at a given company are the source of 80% of the company’s profits. You probably did, and it may be that way at your company. Losing one of those 20% accounts can really hurt. "Recruiting new customers costs 5 times as much as...
Do you ever wonder if your key accounts are growing as much as they could be? My clients are often shocked to discover how much money they are leaving on the table in their key accounts. Key Account: An account that you can’t afford to lose An account that is...