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 nub after the back-to-school sales. For students, it’s back to an environment of new experiences, new ideas and continuous learning, and development. But, as business … Read more
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.” That means asking the right questions—then asking more questions—until you fully understand your buyer’s needs in achieving their desired outcome. A recently published Sandler white … Read more
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 … Mother’s Day … Indy 500 … Memorial Day … Father’s Day (tick, tick, tick …). If you’re like some of us, you’re wondering where has … Read more
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 – they create new “personal best” performance levels during potential down cycles in their business. How do they do it? In a new white paper, the … Read more
How Rick Brandt used acquisitions and a Tampa headquarters to scale a family ag business into a global company.
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
By Christine Hairelson, vice president, employee experience at Accusoft/OnTask COVID was a massive stress test, and gut check, for every organization regardless of size, scope or industry. All departments were faced with unprecedented scenarios that tested organizational processes, teams, culture and technology. Unfortunately, many of us quickly found we needed to evolve and evolve fast. … Read more
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 hone your skills in an ever-demanding business development environment. For many professional sellers, the concepts, and ideas, to which they regularly adhere have been refined … Read more
