2019
Sweat the Small Stuff in Sales – when speaking to a prospect or a client over the phone, I am always standing and smiling. Standing helps me with energy, enthusiasm, voice projection and confidence. Smiling because it is felt by the person on the other side. #sales #sweatthesmallstuffinsales #standandsmile
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Sales pro’s need to sweat the small stuff. That’s what we do, we pay attention to the details. We must use our AI (Actual Intelligence) to know what the prospect wants and needs and provide it to them before they ask. I am going to start a series called: Sweat the Small Stuff in Sales. […]
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The look your sales manager gives you when you tell them you forgot to update your pipeline. #sales #pipeline
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Most sales people are ineffective at managing their pipeline. Because most companies do not take the time to educate and walk through what the process is. Also, companies do a poor job at explaining why the pipelines is an important barometer for the health and future forecasting. As a sales leader I do both. I […]
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What is your average sales cycle? Important question to ask. An even more important answer to have. I am baffled when I look through a company’s pipeline and see opportunities that are 700 days some even 1,000+ days old. Really, you have a 2 or 3 year sales cycle? I am a firm believer that […]
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Hear this debate all the time – who owns my LinkedIn page, me or the company I work for? This should not even be debatable. Your LinkedIn page is YOURS and represents your brand. Now, be aware that the content you post directly affects your brand. Posting about the company and product you’re working for/with, […]
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Almost every company goes from not having a professional sales team to having one. Many CEOs think the first step is hiring a head of sales. And sometimes that makes sense. We think for every other time using a sales consultant to come in and establish and enable a sales team to perform their jobs, […]
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