Tactics to Guarantee Your Team Will Dominate the New Year
With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team...
4 Reasons Why the PDF Is Bad for Business
Ink and paper have a great history of helping people communicate. Paper's digital cousin, the PDF, was a great invention and certainly has its...
The Art of the Bluff: How This Poker Tactic Could Boost Your Sales
“Bluffing” isn’t a word you’ll hear often in the professional world, partly because it conjures some negative connotations. It’s often interpreted synonymously with lying....
Key Questions Every Underlying Business Model Should Answer
Any company in the business of selling products or commodities has an underlying business model (formal or informal) that answers the key questions:
What will...
7 Tips to Skyrocket Performance In Small Sales Teams
You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the...
You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology
RFPs are a pain. There’s really no way around it. Responding to proposal requests is a slow process that adds time to the sales...
Abandon Dead-End Thinking: Best Practices for Working Leads
Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. As a result,...
If You Want to Enact Change, Breaking Through the Noise Is Key
Take a moment to look around, and I suspect you’ll quickly find anecdotal evidence to support what research now confirms: Increased consumption of content...
Why Hearing ‘No’ Is Actually a Good Thing
I once worked with someone who couldn’t handle the answer, “no.” It was a lot like dealing with a child. One day I literally...
Crafting Sales Performance
We all have good and bad days. Stephen Curry, star basketball player of the Golden State Warriors, has a field goal shooting percentage of...
