Sales Playbook Step 1: Identify your ideal client.
In sales, not all customers are created equal. The first step in crafting a robust Sales Playbook for your company is to identify your ideal
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Jul 293 min
Sales Playbook Step 1: Identify your ideal client.
In sales, not all customers are created equal. The first step in crafting a robust Sales Playbook for your company is to identify your ideal
May 31 min
What is a Sales Playbook... why you need one!
Building a robust foundation is essential if you want to ensure sales success. In this video, I introduce the concept of a Sales Playbook.
Apr 182 min
Get your sales team “singing!”
Getting your sales team "singing off the same sheet of music" is critical to achieving your sales goals.
Nov 13, 20232 min
6 Ways to Reduce Turnover in your Sales Department.
High turnover can result in increased costs, loss of knowledge and unplanned dips in revenue growth. Consider these tactics to reduce...
Sep 25, 20231 min
5 Things your Prospects aren't telling you
As a salesperson, it's important to understand your prospect's needs and challenges. But sometimes, they may not be upfront with you. Here
May 1, 20233 min
Ready, Set, Go!..... but where?
Before you start selling, identify who you want to sell to, build a list, develop a game plan and then go!
Feb 28, 20234 min
Don't Sell - Solve!
Nobody cares about what you do until they know what you can do for them! Assuming this is true, then why are salespeople so eager to tell...
Jan 5, 20234 min
Don’t just set sales goals – build a roadmap to success!
Happy New Year!.... Now get out there and start selling! The holidays are behind us, and the calendar has flipped over to a brand new...
Sep 10, 20224 min
5 Reasons your prospects may be "ghosting" you
It’s happened to all of us. You meet a prospect, engage in the discovery process, identify pains and problems that your solution will...
Jul 7, 20224 min
Your prospects are programmed to reject you – here’s why
Communication is a fascinating issue. We have more tools and resources to use to communicate our message than at any time in our history....
Jan 25, 20224 min
It's time to kill the Sales Dept!
Recently I was watching a show on television where a desperate, young, single mother is talking to her young son. In the scene, she...
Dec 9, 20214 min
Tis the Season to Reflect, Repent and Recommit!
This is the time of year when most sales newsletters publish articles about how sales reps need to avoid the distraction of the holidays,...
Nov 9, 20214 min
Stop Chasing Shiny Objects!
This is good advice for fish but also applies to salespeople. Prospecting for new business is hard! We have more ways to “connect” with...
Oct 18, 20214 min
Change vs Growth - What's Next?
If there is anything that the past 18 months has taught us, it is that things happen in life that force us to change. Think about the...
Sep 7, 20214 min
Sales Leader or Cat Herder - Which one are you?
Lets’ face it – salespeople are different. They are confident, independent, out-going, outspoken, reward-driven performers. They must...
Jul 15, 20215 min
7 Key Metrics for Profitable Sales Growth
Here’s a simple truth - more revenue does not always mean more profit. Most business owners recognize this, but their salespeople may...
May 20, 20214 min
Attn: Sales Leaders - Do you know what your role is?
If you are a Sales Leader, Businessowner or leader of a company, how would you answer this question – “What is the role of the Sales...
May 4, 20214 min
There are only 3 things you can do to increase sales.
A few years ago, I had the opportunity to work with and be mentored by Mark Palmer. Mark is a former CEO and executive sales leader for...
Mar 23, 20216 min
Why every salesperson should play golf
I have been in sales my entire career. Early on, I remember hearing people say things like “sales are closed on the golf course,” and I...
Dec 28, 20203 min
Increasing Revenue is not a Sales Goal
How to develop a revenue plan to ensure profitable growth for your organization. Many business owners tend to equate growing a business...
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