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. … Read more
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 … Read more
As the New Year begins and the “revenue meter” officially (and regrettably?) resets to zero, most sales and management teams are in the process of fine-tuning their forecasting process. Most cash flow and profit and loss statements are dependent upon accurate sales and revenue projection figures and, in the interest of preventing reoccurrence of the … Read more
As the holidays approach and year-end is almost upon us, many companies and individuals are preparing for that “final sales push” to reach their annual sales goals. It can be a time of considerable stress on sales teams and managers who are trying to reach the highest possible numbers and reap the benefits for themselves … Read more
Recently, I spoke to an organization that spent an ungodly amount of time, energy and money on social media to create lead generation. I asked, “Now what? How’s your closing ratio?” They looked at me like I had three heads. Just because we believe that we’ve found a new way to generate business, it doesn’t … Read more
