Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base

Efficiency and results are key to a successful sales team. These eight tips will assist you in reaching both of those goals. You can you use these same tips when conducting an initial consultation to see if a potential client is a good fit for you. 8 Steps to Level

If you are in sales (and if you are a business owner you ARE in sales) you have probably heard over and over “the fortune is in the follow up.” We know we have to follow up… but how? If you're running a business you're already wearing multiple hats, changing

Yes, sellers love to cringe or roll their eyes when we say “role play” in coaching or training sessions. Along with call recording and ride alongs with sales leaders or peers, conducting role play scenarios are hands down one of the most effective tools to improve sellers’ skills and increase

"Let's grab coffee" was the subject line of the message I received on LinkedIn. The sender wrote, "I'm new to my position here at XYZ Company, I saw your profile and hoped we could get to know one another." Since coffee happens to be one of my BFF's, and since

What does excellence really look like in today’s Business Development efforts? When talking business development with new sales reps or sellers ramping up their efforts with new Biz Dev commitment, they are often stunned when I share with them the number of touches it might take to reach and compel

Many sales people and business owners tell me networking is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, networking simply fills up their calendar and gives them the feeling

What’s the easiest thing you’ve ever sold? What product was a home run for you? For me, the easiest thing I’ve ever sold is Girl Scout Cookies. And by “me”, I mean, my daughter, and her troop. I’m just the driver and logistics support for the outfit. Maybe this isn’t

You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals, how do you measure the health of your sales program? Sales results are one indication of how

If you take a trip to pretty much anywhere there are always those areas that are tourist traps full of t-shirts, magnets, key chains, and “I was here” merchandise with the name of your destination labeled on everything. Recently, I vacationed to the gorgeous island of St. Lucia and traveled