Blog
A Data Framework for Any Sales or Leadership Decision
There’s usually no shortage of data in a sales organization. CRM metrics, forecasting data, deal velocity, revenue and profitability, marketing activity, industry-specific data, and research data are but a few. There are probably more you can add to this list! As it...
Sales Strategies for Successfully Qualifying Your Opportunities
When I ask my sales consulting clients what is the most important aspect of earning new business, it’s fairly evenly split between prospecting and closing. The bookends of their sales process. It makes sense, because without prospecting you don’t have opportunities....
Growth Mindset and High-Value Sales Opportunities
As a sales pro or sales leader, how fast do you bounce back from adversity? That may depend on growth mindset. There’s a quote I love from Sir Richard Branson, “business opportunities are like buses, there’s always another one coming.” Whenever I hear or see that...
How You Can Become a Strategic Advisor to Your Clients
Growing up, I remember watching the television commercials for the financial firm EF Hutton. “When EF Hutton talks, people listen,” the famous tagline proclaimed. (I may have just dated myself a bit with that memory.)As I’m researching for my upcoming book, The Modern...
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