Feb 17, 2023 | Sales Leadership, Sales Strategy
When sales leaders examine growth opportunities, the conversations typically revolve around sales strategy, customer retention and growth, and sales training for their teams. The other side of the growth coin is subtraction. While counterintuitive, it’s critical to...
Oct 7, 2022 | Business Growth, Sales Strategy
Much of what I help clients accomplish with modern selling strategy and sales training is about communication trends. The modern sales professional understands buying decisions and influences outcomes to help their clients, their organizations, and themselves succeed....
May 18, 2022 | Business Growth, Sales Leadership, Sales Strategy, Sales Training
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...
Mar 23, 2022 | Personal Growth, Sales Strategy
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....
Jun 1, 2021 | Sales Training
How fast you bounce back from adversity depends on a 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 quote, I think of when I lost a big sales...