Do you have a channel strategy in place? You may have channel partners as part of your go-to-market strategy, but do you have a strategy that includes how you will support your partners' success? I've worked with many companies who sell through the channel and...
Customers are the lifeline of all companies. If a company does not have any customers, well . . . So, why do some companies make it so difficult for customers to buy? Most not even realizing. My favorite question is, "What are you doing to make it easier to be...
While we're taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep your sales team learning is to have them read the latest sales...
In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home, this also isn’t the first down market we’ve ever seen. As a longtime sales leader and...
How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach, trainer, and speaker. (They probably also know my dad is Stephen Heiman co-founder of Miller Heiman). But what...
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. Granted, having a 4-day weekend for the 4th of July did make...
The tendency this time of year is to stop selling. You've heard every excuse. I can’t reach anyone. Budgets are already spent. And I'm sure a myriad of others. It’s also easy to get sucked into the holiday hustle and bustle so much that you don’t have time to sell....
A Note From Alice: One of my big takeaways from Sales 3.0 was that in the face of new technology, sales leaders, and business owners must focus on their humanity when dealing with clients. My friend Brian Carroll wrote a great post at the www.b2bleadblog.com about...
Customers don’t buy… because sellers don’t sell. Or at least they aren’t selling the right way. How do I know that? Two salespeople called this week and immediately launched into their sales “pitch’ (because it wasn’t a conversation) that went like this:...
"That was an amazing day! I am astonished by the things I got accomplished and the events that occurred. I feel like I got something done, like I am making a difference. I am not exhausted or frustrated or drained. In fact, I feel great and ready to take on...