If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an...
Looking forward to 2023, I have every reason to be optimistic and will stay focused on the positive things. I read at least one book a month and this past year so many important books on selling were published. Add these to your reading list to get a running start...
In today's competitive business landscape, having an effective sales strategy is more important than ever. Many companies manage their sales teams separately from other departments such as marketing, operations, and customer enablement. However, this siloed...
What do salespeople do all day? Why can't they make more sales? Before you contemplate adding more salespeople to reach your sales goals, let's first consider all the things that salespeople typically do: Research companies and people. Search for needed documents...
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...
"As the CEO of an innovative company with a complex sale that sells to companies 10x to 1000x your size, growing sales revenue is critical to earning the valuation you deserve. But you’re making your already complex sale more difficult than it should be because you...
Is a recession looming? I remain optimistic that the economy will continue to do well, but others feel the economic uncertainty. I see it in several sectors. CEOs are getting nervous and laying people off. Traditional wisdom says you must hunker down during a...
Storytelling has been an important part of the evolution and survival of humans. We're the only creatures on this planet (that we know of) that think, plan, organize, and act in story. When we get home from work, we're asked by our partners, "How was your day?"...
Chances are you put in long hours every day and still don’t have enough time to get everything done. Even though you love your work, you may feel overwhelmed, frustrated, or exhausted. I know; I feel that way too sometimes. The good news is that it doesn’t have to...
Sometimes I feel like we are completely missing the boat. To no fault of anyone, we focus on our own company, our brand, people, product, and service. It's not wrong; it's that we have the wrong perspective. All of those are important but should be seen through...