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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The Power of Choices: Transform Your Sales Team and Your Life

  Your Choices Define You—and Your Business Who you are today is the sum of every decision you’ve made. Every choice—big or small—shapes your future. It’s not fate. It’s not luck. It’s you. Your choices. Epictetus, one of the great Stoic philosophers, said, “If your choices are beautiful, so too will you be.” In simple

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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 special. You’ve poured your heart and soul into creating something truly

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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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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, effectiveness, and scaling of the business. Transformations on a sales team often involves several key areas:

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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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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 book.  The Harajuku moment in simple parlance is when you

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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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