If you work on a traditional annual sales plan, you’re probably scrambling right now trying to put together a plan and budget for next year. At the same time, you’re still responsible for finishing this year. You’re looking at results,…
Experienced salespeople know that meaningful progress doesn’t always fit neatly into a quarter, much less a calendar year. Perhaps you’ve been working to get into a strategic account, improving how you conduct discovery conversations, or building relationships with people who…
It’s October, which means many inside sales leaders are doing two jobs at once. They’re trying to finish the current year strong while building the sales plan, budget, and expectations for next year. And somewhere in the middle of all…
At the Women Sales Experts Evolve conference, I had an opportunity to ask a question about my own business. My question was: “I know a lot of things I could do, but I haven’t created a process that gets me…
Account / Opportunity / Stakeholder You have more places you could spend your selling time than you have time available. There will always be another account to research, another person to find on LinkedIn, another contact to add to a…
Account / Opportunity / Stakeholder Your salespeople have more places they could spend their selling time than they have time available. Every salesperson has a territory, account list, prospect database, CRM, LinkedIn, inbound leads, old opportunities, referrals, and probably a…
On October 9th, I turn 60. And it appears to be a tradition on milestone birthdays to share the number of lessons learned for years lived. So, apparently, I owe you 60. Sixty lessons from selling, leading, coaching, getting things…