How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, the demand for our customers’ attention is intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able to

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect

Welcome to the new decade! As a growth-driven agency, branding is a conversation we have regularly with our clients. Unfortunately, we run into a lot of ambivalence concerning the relevance of branding, particularly with our small-medium businesses that we work with. After all, brands are just terms for the big

Your brand is the personality of your business. And just like every person has a story to tell, so does every brand. If you aren’t in control of your story, that means your employees and your customers are. It's imperative that you, the business owner, take the lead in telling

I realized we’ve struck a nerve with this series, Selling for Non-Sales People. When I mention we’ve rolled out an intensive coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first

Last post we started the series Selling for Non-Sales People to give a framework and roadmap for those of you who may be business owners, bankers, lawyers, consultants, fundraisers, directors, or anyone who doesn’t have the term “Sales Pro” in their professional title. Everyone is in sales in some capacity

More and more when I meet business owners at conferences or events and exchange introductions, the conversation quickly turns to “selling” for the owner and how difficult it is for them. Most often, they say, “I just don’t have enough time to get out there and sell.” But what I

What is your conversion rate and why is this little number such an important indicator of your company’s performance and health? In the big picture, understanding your conversion rate helps you know exactly how much it costs you to gain a new customer. This can help you plan your budgets

We write a lot here about Selling. Selling Best Practices, Selling Value, Sales Strategy—but we’re not just speaking to the Sales Reps. If you’ve got a business, you are in sales—and that goes for nonprofits too. When we’re asked to come in to a business it’s usually because of one