The CEOs we work with are focused on making necessary changes to grow sales right now. Are you? As a founder and leader, when was the last time you thought about sales strategy? Sales is your revenue engine; therefore, it should be a top priority to work with your...
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 about sales. Although his company was generating plenty of...
Are members of your sales team having trouble closing deals because of the objections your prospects raise? Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it's natural that...
As a sales leader or business owner, you celebrate when your team lands a big whale—a customer worth at least five times your average customer or deal size. However, those customers can lead to even bigger whales if you nurture the C-Suite relationship beyond the...