Jun 16, 2021 | Sell More, Strategic Thinking, Uncategorized
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...
Feb 17, 2021 | Research, Sell More
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...
Nov 12, 2020 | Leadership, Sell More, Strategic Thinking
2021: What’s your plan? Positioning your sales team for post-pandemic success. The third quarter of a tumultuous 2020 is in the books, and we are well into the fourth quarter. Businesses everywhere have begun to think about 2021. While no one can predict what...
Oct 9, 2020 | Coach Effectively, Research, Sell More
Can you handle the truth? One refrain that we hear over-and-over again is that “I know my people.” It’s a statement made by owners and CEOs when we are discussing their sales force. I heard it just the other day from the CEO of one of our...
Sep 16, 2020 | Coach Effectively, Sell More
Four questions leaders should ask about virtual selling COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Google the term “virtual selling,” and a seemingly endless list is returned....
