March Madness is a well-known term in sports, signifying the NCAA college basketball tournament — a thrilling, single-elimination, winner-take-all event. Beyond the basketball courts, March also brings the excitement of
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If you’re reading this, you already know that sales can be a challenging business—constant rejections, numerous dead ends, endless price quotes and proposals that often don’t lead to anything. It’s
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As the new year begins you (hopefully) have drafted and are preparing to implement a plan to increase sales and drive revenue, in 2025. Take a moment to survey the ever-changing
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If you’re a sales director, or manager, you already know you have one of the most difficult and demanding jobs in business today. Motivating and holding your people accountable, training
Read More If you’re in sales and new business development, you know that your job consists of three primary functions: selling (including presenting your solution to a prospective customer or client, then
Read More So, here we are in August – what some people refer to as the “dog days of summer.” Temperatures and humidity are through the roof, many of your clients, customers
Read More (Reader Alert: This article is about golf; if you are not a fan or a participant – or have little patience for those who are – please feel free to
Read More The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being
Read More The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot,
Read More Dear Jim, How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in
Read More In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but,
Read More By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find,
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