If you don’t have it forecasted by now, then it’s not going to materialize and close in the next few weeks. The writing’s on the wall, so to speak, when… read more →
There is less than five minutes left in the 4th quarter of a high school championship football game. The score is tied 7-7. The All-American tailback catches the punt at… read more →
In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process… read more →
It’s that time of year when the holidays inject themselves into a busy selling season. It can slow down momentum or actually help your sales cause. This is a down… read more →
Taking care of customers goes hand in hand with sales revenue production. And yes, it’s also all about revenue. The best way to keep your job as a salesperson or… read more →
There’s nothing more obvious than a professional athlete who has lost their confidence. Happens all the time in all sports. You can see it in the eyes, the stance, the… read more →
Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
It’s fascinating helping more and more companies develop customer-facing whiteboards. This is pre-defined, visual sales storytelling that engages the customer and drives good sales discovery conversation. The best teams do… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… read more →