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Creating Social Capital: A Formula for Success

Building relationships is a topic that’s near and dear to my heart. Recently I had the opportunity to speak before the Women Lawyers of Franklin County and help them kick off their new program year. They asked me to share insights on creating social capital....
Are Your Sales Processes Preventing Sales

Are Your Sales Processes Preventing Sales

Unveiling the silent threat to sales growth: Sales Prevention. CEOs and sales leaders, take note. Are Your Sales Processes Preventing Sales? This article exposes common barriers hindering sales growth and urges proactive measures for an improved client experience....
Sales Managers: How To Build A Sales Plan

Sales Managers: How To Build A Sales Plan

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.

Beware the Bright Shiny Sales Strategy

Beware the Bright Shiny Sales Strategy

A $1 billion sales lesson for leaders when designing and implementing sales strategy or sellers pursuing that bright shiny deal that will put the organization “on the map.”   ***  A recent Wall Street Journal piece chronicled Spotify’s path to becoming the largest...