The CEOs I work with often ask me what I’m reading. I, in turn, ask them the same. It’s always interesting to hear. I do read many sales books, and I recommend most of them, but the books that aren’t directly about sales are the ones that end up making me think...
Are you allowing your salespeople to use lead gen and selling methods that are increasingly failing? As the CEO of the company, do you know if your team is executing the strategy you and your senior team put forth? Do you know what that execution looks like? ...
The Out of Office email. Yes! Out of Office messages, or OOOs as I’ve seen many refer to them, flood our inboxes especially after we send out invitations to an event or a newsletter. Typically, they are quickly deleted. Don’t Delete! Make sure your sales team is...
I bet you thought I was going to present a list of podcasts about sales. I listen to these podcasts purposely so that I don’t think about sales, but there always seems to be something that makes me think about sales differently. Most of us who lead companies...
Now more than ever it is critical that we show clients our appreciation. If you are like me, you really love your customers and you want to show it. Simple gestures of gratitude will be remembered and valued by clients, especially during these stressful and...
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...
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...
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...