We are entering February, so that means you and your team only have 48 weeks left to hit your number. I hear a lot of salespeople say: “January is for planning, and nobody is really doing much of [...]
While working with a client to improve their sales process and organization, he said to me: “We need to change the tires on a speeding racecar.” And isn’t that usually the case in sales? We need [...]
Do you make assumptions before you ever walk in the door of a new prospect? Have you ever heard the voice inside of your head say: “I’m sure they have this in place since they are a larger [...]
If you are looking for more referrals (and who isn’t), there are a few ways you can make referrals easier for you and the person referring you. I’m a big fan of the customer referral. After all, [...]
The last two years have been, personally and professionally, both amazingly rewarding and amazingly challenging. And things have worked out the way they should be, for now. It’s important for all [...]
Do you have an elevator pitch? You are not alone. Elevator pitches have become so prolific that people have been taught to use them in almost any context: salespeople, job hunters, [...]
Baseball, like many sports, can teach you some great lessons. And while I once thought the lessons were limited to the ones you learned while playing the game, the last few weeks showed how a fan [...]
As I have mentioned before, a good sales process helps you limit the field of potential clients by choosing the Right Targets and the Right Activities to undertake. Why narrow the sales funnel? [...]
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 [...]
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 [...]
