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
How to build a powerful network
By Joanne Sullivan, director of community relations for USF Health Do you know someone who seems to know everybody in the community? Political office holders, high profile community and business
‘Decommoditizing’ your products and services
Does it bother you when prospects treat your specialized products, and services like a commodity? Are you tired of having to discount deals to win competitive situations? Salespeople generally don’t like
The etiquette of effective post-pandemic networking
Now that more traditional networking is happening again, some of you—OK, some of us—have been out of practice when it comes to effectively networking. Because connections are key to our
It’s halftime, and the score Is …
Well, here we are … The year is already halfway “in the books” and, if you’re like most business owners and sales professionals, you likely fall into one of three
Increasing your profits by knowing your numbers: Part 3
Previously, we’ve explored various key performance indicators and their respective value as tools for effectively managing your business and increasing profits. Today, we’ll review those KPIs and leave you with
Engaging in an empathetic exchange via email
You get them—business emails, some you want, some you don’t, some you subscribe to and some that are spamming you. And you write them—business emails, some that people want and
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
Easing into difficulties
People can be difficult. Situations can be difficult. Relationships can be difficult. You can be difficult. While “difficult” is not typically on anyone’s to-do list for any given day, difficult
Timeless selling principles (and how to apply them)
If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly
Addressing the stigma of mental illness
To fully address mental illness today you must talk about the stigma associated with it. Stigma has a profound impact on the lives of so many and their decisions about
The reason words matter, and how to make matters about words
It’s true—tone and body language affect our interpretation of what is being said or shared. So, the words are skewed by the mood, as I like to say. Not ever,