Jim Marshall 
As summer winds down and kids head back to class, sales professionals might want to consider doing the same, figuratively, of course. The final trimester of the sales year is here, and whether you’re behind your quota or pacing ahead, it’s a great time to get back to basics. In today’s ultra-competitive market, there’s no … Read more
If you’re in sales, chances are you’ve experienced stalled deals, prospects who ghost you and polite conversations that go nowhere. You prepare your presentation and showcase your value, yet nothing sticks. The real issue? You’re treating symptoms, not root causes. The biggest mistake in sales is assuming your prospect fully understands the depth of their … Read more
… on Engaging Effectively in the AI era That’s the biggest stereotype some people have about the “typical salesperson”? It could very well be the one-dimensional schmoozer depicted in movies, or television, many years ago. Pushy. Fast-talking. Fixated solely on closing the deal. Not always completely honest. But it’s not a stretch to say … Read more
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 Major League Baseball’s spring training and Opening Day, as well as the promise of warmer days ahead. However, “March Madness” can also describe erratic behavior … Read more
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 tough work. When a prospect doesn’t buy, the blame often falls on them. “They weren’t really interested but acted like they were. The timing wasn’t … Read more
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 business development landscape. If you haven’t noticed, the world of sales is evolving rapidly. Technology is becoming more advanced, customer expectations are higher and top … Read more
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 and coaching your team, generating reports and managing your customer relationships, putting out fires and being held responsible for hitting a company or departmental revenue … 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 closing for a commitment), servicing the account once you’ve closed it and prospecting for new opportunities. By far, the activity that many sellers find most … 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 and prospects are on vacation and those deals you thought were going to close in June or July just haven’t happened. This time of year … 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 turn the page. But, if you have any interest in improving your “sales game,” read on.) If you’re still with us, welcome to the most … Read more
