Stop Commoditizing Yourself
Stop commoditizing yourself. This is the biggest reason why you’re losing sales and new opportunities to the competition.
It's Time to Deal with Labor Shortages
I’m sick of businesses using staffing shortages as an excuse for poor performance. Sales teams are no exception, and here’s what they have to change.
The Secret to Accurate Forecasting
For sales leaders, forecasting at the beginning of every quarter is mandatory. There are three ways to effectively accomplish this.
Stop Losing Where You Should be Winning
Losing customers is an age-old problem in sales. But in today’s marketplace—at a time when prices are climbing and supply chains are tight—this issue has...
Your Single Point of Failure
What’s the number one reason you lose existing customers? Watch this video to find out and discover the best thing you can do to improve customer retention.
Ask Yourself: Who Cares?
Have you asked yourself: who cares? This is the most important question you can ask yourself if you want to differentiate yourself from the competition.
It's Not Them...It's You!
One of the Peloton instructors I love, Jess Sims, has an expression: no ego, amigo. That applies directly to sellers. Here’s what I mean.
There Is No Such Thing as Quiet Quitting in Sales
There is no such thing as quiet quitting in sales! And as a sales manager, your job is to make sure 100% of your team is accomplishing 100% of their...
Close More Deals With This Strategy
If you want to close more deals faster, it’s important to make your buyer part of the solution.Confused about what this means, exactly? Let me explain.
Delivering Service Excellence to Your Customers: 5 Steps
When it comes to delivering service excellence to your customers, there are five actionable steps you can take today! There are two kinds of businesses...
How to Be Different From Your Competition
How can you stand out and be different from your competition? Sitting in on sales team meetings is one of my favourite things to do..
Building Organizational Confidence
Sales leaders, how do you effectively build organizational confidence? The ability to draw regularly from a deep well of confidence is a top predictor...
How to Be an Object of Interest
You must learn to be an object of interest. That means having something interesting to say about topics that matter to your audience.
The Right Outside and Inside Sales Team Structure | Sales Strategies
What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the...
The Importance of Time Off in Sales | Sales Strategies
Don’t underestimate the power and importance of time off in sales. I was on a call the other day with a client of mine who’s a great sales manager. He...
Positivity in Sales: A Choice, Not a Feeling
Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days.
Sales Mindset: Focus on What’s in Your Control
What’s your sales mindset during these are uncertain times? Prices are up, markets are haywire, and things we used to take for granted...
Building Buyer Confidence in Themselves | Sales Strategies
Are you building buyer confidence …in themselves? In today’s marketplace, buyers are younger and more inexperienced than ever before. This means they lack...
Selling to New Leaders in Uncertain Times
Selling to new leaders in these uncertain times? Sellers are reporting to me that they are selling to an unprecedented number of first-time managers and...
Are You Solving the Wrong Sales Problem?
Could you be solving the wrong sales problem? Is the culprit behind a lack of sales the real issue, or an easy "scapegoat" which is masking the real problem?