Category Archives for Sales

Sales Playbooks

This is Why You Need a Sales Playbook

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

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Trade Shows

Make Trade Shows a Dependable Source of Qualified Leads

Everyone wants more engagement at the trade shows and events they invest in. Everyone I know would like to fill their pipeline with qualified leads. Everyone I know would like to prove their ROI from events

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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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When Buyers are Stuck

When Your Buyers are Stuck, Less is More

Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it.

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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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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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Buyers Consensus

Lack of Consensus Leads to No Decision

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

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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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