Why Your Sales Team Is Stuck? (3 Ways to Fix It)

What’s the scariest sound sales? Silence, after you ask a rep an accountability question?   Silence when you ask your team why deals aren’t closing. The silence when you bring up their pipeline projections in your weekly meeting. Or maybe it’s the endless noise of excuses, blame-shifting, and disjointed processes. Either way, these are red […]

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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 cutting edge.  No. I needed help managing 400 dials a day.

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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 marginal improvements; he was committed to identifying key priorities that required immediate correction, taking decisive actions,

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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 and fast-changing markets. You can’t afford anything less than an elite sales force. The missing ingredient? An intentional,

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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 delivered results. I share with you five of the key components of my framework. Each will

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4 Critical Discovery Questions that Close Deals!

Gartner research shares that 72% of B2B buyers prefer to make a purchase without a seller.    Sure, some of them may regret the decision made without support, but this speaks to the awful experience many sellers provide.  Given the sad state of sellers adding value, it is so easy to differentiate today.  The pitch and

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Alignment of Your Sales Strategy, and the Buyer’s Journey

Alignment of Your Sales Strategy, and the Buyer’s Journey Does your sales strategy help your buyers make a confident, and expanded purchase of your offering? My core purpose is to elevate the sales profession with our actions, and collaboration.   Part of my belief is that my role is not to ask a business owner

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Life safety and commercial security salespeople are NOT hunters

Life safety and commercial security salespeople are not Hunters.  Does your sales team Hunt? I was reviewing some of the incredible data and science that Objective Management Group (OMG) has on more than 2.3 Million salespeople when the following caught my eye.   The top 10% of all salespeople get an average score of 81 out

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Sales Hiring 101 – Sales Candidates Must Be Hired Differently

Salespeople Are Different! Are you hiring salespeople the same way you hire everyone else? People are different.  This is normal, and a good thing.  Employees with different perspectives who are able to communicate effectively, most importantly listen and consider opposing viewpoints are a huge asset.  However, this blog is about why salespeople are different.  And

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