In the fast-paced world of sales, every second counts. The ability to decide on the fly what needs to be done right now and then doing it is not just a skill—it’s an art form. This is a tactic that…
“Strategy is looking ahead at the lifetime value of a customer vs. the next deal” #LYNNSIGHT there is a critical distinction between a short-term mindset and a strategic, long-term vision. Focusing solely on the next deal can certainly bring in…
The most important thing to understand from your prospects is WHY? Make sure you’re asking questions to discover the reason for ANY & EVERY decision… purchase… action… they make. Who extends beyond the person you’re speaking with to the decision…
Personal Purpose = doing what you love & making a living doing it! One definition of purpose is “thee reason for which something is done or created or for which something exists.” That is a pretty lofty idealized sounding task…
Before you reach out to a prospect or customer – I’m here to have you ask yourself three questions: What do you want to achieve? What do you want to convey? What is the best way for someone to receive…
Customer Relationship Management isn’t about a software program it’s about the person! REALLY the only thing your internal CRM software does is give you a place to keep track of that relationship. You’d better have a plan of how you’ll…
If you’re regularly doing call reviews with individual salespeople and your team, feel free to consider this a reinforcement to keep doing what you’re doing. If you aren’t doing call reviews as a regular part of your inside sales management…