Thank you, Mr./Ms. Prospect
It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling
Fourth and Goal: How are you on your sales numbers?
If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.
Back to School: Reviewing your sales team’s skill set
By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the
Great questions … (and when to ask them)
In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”
Where did the time go?
New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby …
How well do you know your buyer’s journey?
For sellers of professional goods, and services, in today’s competitive business environment, it’s important to understand your buyer’s journey before they make a purchasing decision. We find that there are
Habits of salespeople who thrive during times of economic uncertainty
Are we in the midst of – or are about to enter – a period of economic uncertainty? Who knows? But some high-achieving salespeople don’t just survive hard times –
5 metrics to include in your goal-setting playbook for the new year
The first month of the year is a classic time for business owners, and sales professionals, to identify and focus on their most important personal, and professional, goals. We’ve noticed,
How to finish the year strong
The holiday season is already upon us and you might be wondering: “Where did 2022 go?” Maybe you and your company had a great year, blowing through your billing projections
The importance of pre-qualification
If you’re in sales, sales management or business development, here’s a reality check for you: Are you counting on closing a deal or projecting income from an opportunity that isn’t
How to blow past your sales goals in Q4
For many organizations, and industries, the last quarter of the year is often considered the most important. It’s when budgets are met (or not), initiatives are decided upon and planning
Five critical skills of a sales leader
Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five