Many of our clients are in the early stages of sales team development as part of their growth strategy. Growth is painful, but investing in building the resources, processes and skills of the sales program, puts them on track to seriously scale their business. Teaching new sales people to leverage

The Universe MUST have been telling me to write this blog post this week. Surely it is a sign when I look back at my week and can count 1 face to face meeting, 2 phone calls, and 9 (yes nine) emails—all with sales messages intended for me to either

There’s much debate about the exact percentage of search and buying decision that happens before a decision is made or a company is engaged but, say these numbers are skewed give or take 10%, you’re still in a pickle if your digital personality is showing up in its pajamas for

How do you handle competition? If you’re the market leader or have a nice slice of the pie, you’re always on the lookout for the challenger. But what does that look like? Are you always looking over your shoulder, trying to keep one step ahead or out in front? How

When you preach “process, automate, organize, and measure” to scale and grow your business, you had better walk the talk. So, I’d like to peel back the curtain and share some of my favorite business tools that help me: Buy Back Time Measure Productivity Get Focused Get Organized Here is

My clients and colleagues through the years groan and moan when I bring up role playing as practice to deliver their important messages. While I understand their push back, which usually looks like: It takes more time. What if I do or say something embarrassing in front of peers? What

Have you ever met someone new and began to think about people that you can connect them to, potential clients, alliances or new markets for them? What do you do with those insights? Why would they listen to you? How do you leverage good ideas? I’m often in this situation

I’ve had the privilege of meeting and talking with thousands of people over the course of my career in sales, leadership and development. I've started carrying around this quote by Ayn Rand—wearing it, like a boxer’s robe ready to enter the ring: The question isn’t, “Who is going to let

Is it strategy or is it illusion?Do you have a strategy to grow your business? Be honest? If yes, are you using it? Is there a sales plan in it? Are you executing your sales plan? Are you on track to meet your goals? Are you measuring your results? Are

What might seem like polite, considerate or clever technique to win favor or influence your target audience might be turning them off to your message. Whether you’re asking for an appointment, asking for their business or asking for a donation, reconsider using the following: 12 Phrases to Avoid in Sales