How to Think about Sales
The Biggest Roadblock to Goal Attainment
We’ve all been there. You set a goal, you’re excited, you envision the success and the accolades that will come with it. But somewhere along the way, frustration creeps in. You start to question if you're even on the right path, if it’s worth...
Why Less Ya Da, Ya Da Could Mean More Business
When you’re growing your business, every minute counts, especially during meetings with potential clients, here’s why - cutting down on the chit-chat and focusing on business can help salespeople in the small to mid-market market shorten the...
Asking Questions vs. Making Pitches: Why Your Approach Matters
Curiosity. Skepticism. Active Listening. Keep your ears open like your life depends on it. Have you ever noticed that some conversations make you feel heard? Others seem like someone is waiting to sell you something. This can...
Your Price is Too High!
"Your price is too high." If you're in sales, you've likely heard this line before. It's the dreaded phrase that makes your heart race and your palms sweat. But what if I told you that this isn't an objection at all? In fact, it's not even...
You Are Commoditized…No Matter How Good You Are.
Apples and Pineapples are the same, said the buyer. They are all fruit! Wait, what? I am bigger, and sweeter. I am different, said the seller. The Illusion of Uniqueness As a business owner, you know your product or service...
Is Your Sales Message Persuasive?
There are so many things competing for your attention. Your customers and prospects have this same issue. Today, success often hinges on aligning sales with marketing. This connection is key to turning potential buyers into loyal customers. ...
8 Tips for Your Sales Team’s Engagement with Your CRM
I have a sales confession. I have used one form or another of a CRM since 1987. In fact, I was a newly minted commercial real estate broker (salesperson) in NYC. I created my own database with my Macintosh! I did this not because I was...
Transforming Risk Signals into Sales Triumphs
Several months ago, I was approached by a business owner from the security and life safety industry who was determined to make a significant shift in revenue within a challenging 90-day window. This ambitious leader wasn't just looking for...
Transform Your Business: Fix the Root Cause of the Problem
What does transformation mean to a business? I looked at dictionaries, asked Google and ChatGPT. I thought about what it means to me. Here is my idea of transformation. It is making strategic changes. These changes improve the efficiency,...
The Data-Driven Playbook for Elevating Sales Team Performance
You're a business owner. You're working to scale your business. You've likely invested heavily in building a strong sales team. Yet, despite training programs, high pay, and top resources, your team still struggles. You face fierce competition...
The Secret to Enhancing Sales Performance: Fostering a Coaching Culture
Sales performance is more crucial than ever for the success of any organization. While traditional sales tactics and strategies play a significant role, the secret to surpassing sales goals lies in fostering a coaching culture that empowers...
A Proven Sales Management Framework…
A sales manager, plays a crucial role in driving your team towards success. But, sales management is complex. It requires a strategic and clear framework. Over the past decade, I've refined a Sales Management 90-Day Program. It has always...
#1 Way for a Mid-Size Market Company to Grow Revenue.
You're Hired! Every single day, business owners and managers wrestle with how do you grow sales? It's dissected in hundreds of articles and dozens of books. Each offering its own set of complex solutions. How Do You Grow Sales? According to...
Cold Emails: Why they suck, and how to fix, if you must.
Opening your inbox first thing in the morning is like opening a pandoras box of To-Dos from your 5 year old. Important - to them. Your inbox also has rabbit holes that waste time and of course, cold outreach emails that can turn a foul mood...
Tired of drowning in a sea of how-to advice without getting real results? It’s time for a Harajuku Moment!
Have you heard of a Harajuku moment? I was re-reading Tim Ferriss’s book, The Four Hour Body, and this powerful concept landed with me this time. Sometimes, we need must be open to the message. See Pages 36 and 37, if you have the...
Reclaim Your Life: Breaking Free from Leader Burnout
“I want my life back!” A sentiment echoed by countless sales leaders and CEOs in the sales seat across diverse industries, and if you find yourself resonating with these five words, you're not alone. The prevailing trend of exhaustion among...
The Art of Consultative Sales: Unleashing Strategic Impact
The Misconception of Consultative Sales In the sales universe, the term "consultative" often floats around with misleading assumptions. Many salespeople mistake it for a soft, laid-back approach, steering clear of high pressure or hard sells....
How Long Are You Going To Wait?
123RF The man on the horse is Marcus Aurelius. He was the Roman emperor from 161 to 180 AD. Marcus was also a Stoic philosopher. Marcus’s Mediations is a book I re-read once a year. I did so again in December. This is my favorite...
Sales Strategies for 2024
The sales landscape is evolving rapidly, and as CEOs look ahead to 2024, several critical concerns are at the forefront. Addressing these challenges proactively is crucial for maintaining a competitive edge and ensuring sustainable growth. ...
The Secrets to Winning Deals
Ever wondered why some deals slip through your fingers despite your best efforts? It’s a tale as old as sales itself, where the pitfalls are numerous, and the stakes are high. In this blog post, we unravel the mysteries behind deal losses,...
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