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The 5 Habits of Effective Salespeople
The five habits that separate the best sellers from the rest. If you manage a sales team, you know that not every salesperson is created equal. You probably have a few superstars who close more deals and generate more revenue than the rest. While there's no one...
2023 is Here!!! The Key to Making Your Sales Number.
The key to making your 2023 sales number. You may be saying to yourself, "2023 is just getting started. I have all kinds of time." No, you don't. Sales do not magically happen. They take time to develop for two reasons: Sales Cycle: Let's assume you have a 3-month...
Five Misconceptions about Sales Success
How to improve sales hiring success Senior leadership invariably wants to hire better salespeople. It begs the question to ask better than what? Better than the existing salesforce? Better than the competition? Better than the top five percent of all salespeople?...
Recession-Proof Sales Strategies for Distributors
Selling into a Recession...Does it matter? We're seeing an interesting phenomenon. Many companies are reporting record sales and see nothing but blue skies ahead. Others see storm clouds on the horizon and have already begun laying off salespeople. Who's right? I'm...
The Face of Uncertainty
Sales strategies for turbulent times. As I write this, we're facing crippling inflation, persistent supply chain problems, and soaring gas prices. The stock market fluctuates wildly. The Federal Reserve is raising interest rates to cool things down. If it goes well,...
How much is your sales force costing you?
Understanding the real cost of sales. Every CEO we work with is concerned about the cost of sales. They know how much they spend on their sales organization as a percentage of gross margin and total revenue. The most astute CEOs understand that traditional measures...
Six-Steps to Successful Sales Transformation
The holistic approach to sustainable growth The best CEOs are solid strategic thinkers with a vision they implement through strategic planning. Ironically, their approach to revenue generation is rarely as rigorous as their approach to the rest of their business. They...
How Build Elite Inside Sales
Five steps to successful inside sales. Inside sales. Inside sales. Inside sales. Our clients have been asking about this topic more than any other. Business-to-business (B2B) inside sales growth is unambiguous and irreversible. Numerous studies confirm the increasing...
2022 is Here!!!
How to make your number in 2022. Wow!!! 2021 is quickly winding down. Can you believe that another year is nearly in the books? I guess the adage is true, "The days are long, and the years are short." Now is a perfect time to take stock of your 2021 results. The...
Peer or Peddler?
How do you know which room do you belong in? We all have choices—lots of them. Customers and prospects choose who they will work with, and their choices speak volumes about you and your approach to selling. Customers tell us that they want: A salesperson that can...
Are you curious enough to succeed?
What Ted Lasso can teach you about sales and sales leadership. I have a confession. I am hooked on Ted...Ted Lasso. Ted Lasso* is an award-wining comedy on AppleTV+. The series follows an American football coach, Ted Lasso, who is hired to coach an English premier...
Sales In The Post Pandemic Economy
Selling in the Post-Pandemic Economy The post-pandemic economy is on a tear. It's one of the most exciting and explosive periods of expansion since WWII. All the signs of a once-in-a-generation year are there. The wholesale sales index is showing double-digit...
Tips For Salesforce Evaluation
Disruption...Gotta Love It! The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything from ketchup to...
Disruption…Gotta Love It!
Successful selling in a time of uncertainty The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to the selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything...
Recapturing Sales Growth 2021
Differentiate from competitors ahead of a post-COVID economy By most measures, jan/san businesses faired well in 2020. Most of our clients had their strongest year ever. While revenue growth was modest, unprecedented COVID-related product demand shifted the product...