No 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 and more business from existing customers. Although training can...
When 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 target consistently always includes the above elements....
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 biggest impact? What if you had more time each day...
How 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 leaving millions of dollars on the table, because you don’t know...
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...
Are 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 the steps to move forward in the sales process it's natural that...
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...
With 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 popular? Maybe because he has a reputation for doing things the...
CEO’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 company left for dead. Rate your organization to see how it...
When I started reading the book, “The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top,” the first thing I thought was, “Shoot, why didn’t I write this book?” You’re probably wondering why a sales expert is reading a...