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There is an Art to Sales

As I talked about last time, sometimes you have to walk away from an opportunity when it is not a good fit for you and the potential client. However, there is an art to sales that should sit on top of your sales process. Sometimes, it makes sense to assemble the right team for an […]
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Right Opportunities: Be Willing to Walk Away

A few months ago, a friend from college reached out to me. He had recently joined a 40-year-old, well-established company. The company had always done well and was very profitable, but when it measured itself against its competition, they felt they could be doing even better. It was family run and the third generation was […]
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What’s the Key to Salesperson Productivity?

Do you think that the key to salesperson productivity is activity? Many business owners and sales managers would agree. However, it is Right Activity that leads to productivity. And how do we get more of the right activities? As we learned from Schoolhouse Rock: “Knowledge is Power!” The key to making your sales professional more […]
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In Blog Posted

Right Activity

Most sales people hate this, while Sales Professional embrace it: Right Activity leads to the right results. So, how do you know what is the Right Activity? It starts with who you want in your pipeline. That’s right, who YOU want. If you are pursuing just anyone, then you end up with a pipeline of […]
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Right Targets

Have you ever gotten a new client only to regret it months later? It has happened to all of us. However, the problem is even greater than it looks on the surface. Problem clients often keep us from doing our best work. They take more time, more energy, and bring a lot of negative energy, […]
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In Blog Posted

Right Growth

Is your business experiencing the right type of growth? On the surface, that may sound like a funny question – growth is growth, right? Not so. Focusing on the right type of growth impacts every part of your organization and your organization’s future. That is why I have revised one of my favorite sayings from […]
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