Sales

Ask any sales leader whether they want to build a high-performing team and the immediate, and obvious, answer will be, “Yes.” But what are the specific best practices that support this goal? Here are three that we have observed in organizations that are thriving thus far in 2021. First, and foremost, create clarity about the

Here’s a tricky question, from the Sandler Research Center, for any business leader responsible for customer success or net revenue retention. Of all the clients who changed suppliers last year, 68% did so because: They were offered a better, shinier, “deal.” They were offered a lower price. They no longer felt valued by the incumbent

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, you are well on your way to implementing your new business and client retention plan for 2021 – or are you? If you are struggling with how to organize your selling time, and

Given the upheavals and uncertainty of this past year, many leaders and salespeople are wondering: What skills and adaptations, will be necessary to survive and thrive in 2021? I would suggest you review and evaluate these four trends as you plan for the year to come. Virtual Selling. It’s here to stay. That doesn’t mean

There’s no question this past year has had a profound impact on many of our businesses, and lifestyles, as a result of the coronavirus. Companies downsizing (or going out of business completely), work/school-from-home protocols and procedures, social distancing, facemasks, loss of friends and family, not to mention political and social unrest. Enough already! The German philosopher

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by your board and applauded by all business unit leaders around the table. Your team and processes were in place, the market was ripe and opportunities seemed limitless. But then, the entire selling landscape

If you’re a business leader, or sales manager, chances are the occurrences over the past several months were not in your original business plan. Many of us, in fact, probably cannot wait for 2020 to come to an end. The word “crisis” has been on everyone’s lips for quite a while now, but crisis points both to a

Synapse and Tampa Bay Business and Wealth magazine teamed up for this one-hour session moderated by TBBW’s CEO and publisher, Bridgette Bello, via Zoom. The Panelists • Vera Anderson, legacy coach and growth strategist, Global Elements Consulting • Debbie Lundberg, author, speaker, strategist and performance coach, Presenting Powerfully • Jim Marshall, owner and president, Sandler

During this time, when many of us are directly or indirectly dealing with issues related to the global COVID-19 pandemic or, perhaps, financial pressures on the personal and organizational levels, many sales leaders are struggling with the issue of keeping their teams focused. It’s not at all surprising that sales teams can become distracted. The

Although the national unemployment rate spiked earlier this year, hiring a productive salesperson can still be a huge challenge. Salespeople tend to be outgoing, and engaging, and it’s easy to convince yourself that you’ve found the right person for the job simply because a candidate is “likable.” But before interviewing any sales candidate, take the

As we think about handling client calls and sales during change, I encourage you to instead position that thought, or those thoughts, as engaging with clients/members and sales respectfully moving forward. These tips will be useful now, and in the future, and when our mindset is about moving ahead, versus how we are in change.

Many business leaders often blur the line between sales and marketing and, while these crucial business development functions are closely intertwined, they are not the same.  Each team within your organization should be on the same page in pursuing “big picture” business goals.  But hidden agendas, a lack of clarity or confusion about company objectives