Category Archives for Business Owners

Sales Team

What To Do When Your Sales Team is Struggling

When sales teams struggle, I like to investigate three critical aspects of their sales strategy.  Market Position Ideal Customer Profile  Value Proposition A strategy that helps you hit your revenue

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Sales Coaching

How to Make Time for Sales Coaching and Get More Deals Closed

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

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Ensure Sales Success

3 Steps to Ensure Sales Success

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

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Are Your Sales Happening too Slowly?

Are Your Sales Happening Too Slowly?

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,

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5 Gifts to Give Yourself this Season

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

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Recession Proof Your Sales

Recession-Proof Your Sales

Have you been hearing rumblings about an impending recession? Wondering if it will happen?  It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period

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Buyers Consensus

Lack of Consensus Leads to No Decision

No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent.   I was talking to the founder of a company that was concerned

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6 Ways to Go from Satisfied to Loyal

6 Ways to Go from Satisfied to Loyal

I can’t imagine any business owner saying that satisfied customers were not a priority.  To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that

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Ensure Sales Success

2 Ways to Ensure Sales Success

You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right?  What’s Your Plan?  How

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Sales Mindset

11 Simple Ways to Create a Successful Sales Mindset

What really separates great sales leaders from the rest? Is it their knowledge, their training, their personality? I believe it is their mindset.  According to Carol Dweck a leading authority on mindset,

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