Category Archives for Sales leadership

Big Picture Thinking

Why You Need to Take Time Off for Big Picture Thinking

If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That

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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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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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Sales Funnel

How To Use Your Sales Funnel to Grow Your Business

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

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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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Sales Team

Superpowers Every Sales Team Needs!

The Buyers Journey is Complicated  It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a

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Positioning Your Company for Sales Success

Positioning Your Company for Sales Success

¾ Inch Bolts  Were you ever walking down the street thinking, “Wow, I really want a ¾ inch bolt! Nothing would make me happier than a ¾ inch bolt.”  When I asked that question in my last presentation, no

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Boost Sales Performance

Energize and Appreciate Your Sales Team to Boost Performance

As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson

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Fire Up Your Sales Team

The Heat is On! Summer is here (in some locations it’s hot) and it seems everyone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office.

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Sales Strategy

This is How to Use Sales Strategy for Success

In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Only 46% of sales reps didn’t hit their goals. If, like

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