Mar 23, 2020 | Podcasts, Sales Training
How to Prioritize High-Value Activities If you learn to define and prioritize high-value activities you will become a more productive sales professional. If you know what activities hold the highest value and act on those over lower-value activities you set yourself...
Mar 19, 2020 | Sales Training
It has been a wild few weeks, hasn’t it? For all of us, dealing with the coronavirus pandemic is a time of uncertainty. For others it’s not just uncertainty, but a time of tangible hardship and challenge. What I’m sharing in today’s blog is an article I published in...
Mar 11, 2020 | Sales Training, Videos
I’m excited to announce my new keynote speaker demo reel, and I want to thank my clients, partners and friends who helped bring it to life. This new video showcases how I can help your organization transform sales culture, ignite sales growth, and build high-impact...
Mar 11, 2020 | Podcasts, Sales Training
Always Bet on Yourself March is dedicated to women in history, and March 8 was #iwd2020. Vanilla Soft, a sales engagement software company, is celebrating women in sales all month long. As Darryl Praill, Vanilla Soft’s CMO, says, “Women in sales are so...
Feb 20, 2020 | Sales Training, Videos
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
Feb 6, 2020 | Sales Training
When I think of a day in the life of a top seller, there’s a common theme. They invest their time in the right prospects, the right clients, and the right sales activities. In professional services, this focus becomes even more important, because many times they are balancing business development and sales along with client delivery.
How can you know what steps will move you forward faster, help you build strategic relationships, and accelerate sales results?
Having the right sales plan will help you get there.
In this week’s blog, I share strategies for building your sales plan for professional services. As a bonus, learn how you can receive your 2020 Planning Worksheet and The Modern Seller Lifetime Value Inventory.
