March 11th, 2021 marked the one-year anniversary of COVID-19 shutdowns. Soon following the shutdowns, many businesses in nearly every industry resorted to remote work to protect their employees and abide
Continue readingNo matter what industry you are in, the game of sales has changed. As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business
Continue readingWhen sales teams struggle, I like to investigate three critical aspects of their sales strategy. Market Position Ideal Customer Profile Value Proposition A strategy that helps you hit your revenue
Continue readingDo 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
Continue readingHow much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be
Continue readingYou’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
Continue readingAre 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
Continue readingIs 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
Continue readingWith Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. Santa is the icon of the season. Why is he so
Continue readingCEO’s today must integrate sales into their culture if they want a healthy organization. In fact, they must lead, inspire, train, coach every employee about their critical role if they don’t want their
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