Category Archives for Sales leadership

If You Want to Be a Leader, Do Deep Work

Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive back,

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6 Steps to Setting Strategic Sales Goals

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. That’s a great starting

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Poorly Positioned: Ask Your Sales Reps These Questions to Close More Deals

Your Sales Team is Poorly Positioned Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing.   I know, I’ve been coaching their deals. Their

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I’m Different! Pick Me! Use Differentiation to Close More Deals

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision.    How do you stand out from the crowd and get them

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Customers for Life: The Art of Keeping Your Best Clients

Did you know? “20 percent of customers at a given company are the source of 80 percent of the company’s profits.”   You probably did and it may be that way at your company. Losing one of those

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The Trade War means a Battle for Your Business: The 4 steps you must take now

No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies

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How I figured out my path to Business Growth and Personal Happiness

Lessons in Success: How I figured out the path to Business Growth and Personal Happiness

What entrepreneurial journey did you take to get you where you are today? Recently, I was on the Entrepreneur Way Podcast with host, Neil Ball. We had a great conversation and I shared my entrepreneurial

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The Heat is On: How to Fire Up Your Sales Team Even in the Dog Days of Summer

The Heat is On! There’re triple-digit temperatures across the nation. Everyone is trying to stay cool and some are on vacation. This might give your salespeople a signal to slow down because they think

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It Starts With You: Transform Your Mindset, Skillset and Toolset to Drive Sales Growth

I know that you, as a sales leader, want to drive rapid, exponential sales growth that’s going to skyrocket your company. That’s why, I’m going to give you some ideas on how to do just that,

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Conquer the Complex Sale

The Sales Leader’s Role in Conquering the Complex Sale

Too often we leave salespeople out in the field to fend for themselves on some very complex and challenging high dollar deals with companies 10 to 100 times our size. Crazy, right? In our organizations,

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