Have you ever had an idea so strong you felt like you could not wait to share it? It seems most of us will agree, publicly at least, that we don’t like a “Donnie Downer” (surely you can appreciate the reason we don’t say “Debbie Downer”…), and yet very rarely do we think our enthusiasm … Read more
What process do your buyers follow before deciding to buy? Regardless of the person’s title, product, service or industry, we can map out a clear progression from the time a prospect is considering a purchase until the contract is signed and payment is made. The stages of the buyer’s journey that salespeople need to understand … Read more
You might agree that most unsolicited feedback is perceived as criticism. And, with that in mind, you also may agree that it takes constructive, useful feedback to grow. So, what happens when you receive an idea, criticism, feedback or a “You know, you really should …”? It is important to realize most people—not all—absolutely do … Read more
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, though, that the goal-setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year, as … Read more
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 and setting revenue records. Or you might be asking yourself: “What went wrong and how do I prevent it from happening again?” But, before you … Read more
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 fully qualified? Whenever we ask sales professionals this powerful question, we often hear an awkward silence in response. Sometimes that silence is because the person, … Read more
Depending on what year it is, and what source you’re looking at, it is reported that more than 3 billion emails are exchanged each day. Because subject lines are like book titles, and we know the old “don’t judge a book by its cover” expression, emails are judged and, therefore, opened based on who sends … Read more
Picture this: Someone says something that did not sit well with others on the team. Somebody is consistently tardy. Someone eats stinky food in the breakroom. Someone took a client from you who was clearly identified as a target who was engaged in your customer management system/database. These are all challenging, disappointing and tempting to … Read more
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 begins in earnest for the new year. Smart sellers know Q4 is when they can blow past their revenue goals, no matter how daunting they … Read more
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 leaders, it seems no one is beyond their reach? These connectors have a knack for building relationships that stand the test of time. They keep … Read more
