Category Archives for Business Owners

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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Peak performance

How to Get Better Performance Out of Your Sales Team

How do you get better performance from your sales team?  Pause, Reflect, Refine, Advance  Better Performance I hear the same thing from sales leaders over and over. “I want my team to perform

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6 Ways to Turn a List to Leads

I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow

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