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 stressful time. Your family wants you to spend time with them, your...
269 Billion Emails Ugh! Email. The minute you’ve cleaned up your inbox and finally feel like you’ve got a handle on it, another message comes in demanding your time and attention. It’s impossible for most of us to focus with all that email sitting there. We wonder...
My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? To be honest, I have shied away from playbooks because the word has different meanings to different people. Which got me...
The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. ...
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 are you planning on making sure your team hits and exceeds its goals? Setting your number and...
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 better.” You want them to hit their quotas and even exceed them....
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 of leads. Many businesses lack a process for lead generation,...
Is there a worst time for selling? Is there a best time? It turns out there is, but it’s different for everyone. What is the best time for Selling? I get asked frequently when is the best time to reach prospects? Is there a best day of the week or time of the day...
Every sales leader is on a mission to hit or exceed their goals. So, why do so many fail? They're missing a proven process they can deploy themselves but more importantly teach their teams to deploy. I have worked with hundreds of sales organizations over the...
Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. But which titles from...