Habits of salespeople who thrive during times of economic uncertainty

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 –

5 metrics to include in your goal-setting playbook for the new year

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,

How to finish the year strong

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

The importance of pre-qualification

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

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

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

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

Are you using the early days of the season to hone your skills?

It’s the time of year when hope springs eternal, all 30 teams are undefeated, the weather is perpetually glorious and families are already thinking about summer vacation plans. It is

This is March Madness

If you’re a sports fan, you already know that “March Madness” refers to the annual NCAA single-elimination college basketball tournament. The month of March also signifies the arrival of a

Still struggling with forecasting sales for 2022?

Sales has traditionally been an intuition-driven profession: “What’s in your pipeline?  What do you think is going to close?” But these days, that approach puts companies and organizations at a

3 Questions for the New Year

Happy New Year. As we continue to reboot to whatever the “new normal” is, here’s hoping that this year will be one of health, happiness and prosperity for you and

7 strategies for closing out the year strong

It’s hard to believe the holidays are already here, and if you’re like many business owners, managers and sellers, you’re either looking back on the year with a high degree