https://youtu.be/4W6q4w2lBgw?si=-xhCflVwqTyQ31rk The new year is almost here with new prospects and new ideas. Your sales plan needs to reflect that. Don’t just cut and paste last year’s plan into a new document and update the year. Ask yourself: This time next…
2023 research shows “the average number of stakeholders contributing to a purchase decision is 11.4”in case you’re curious, 2016 it was 6.8… up from 5.4 in 2014. Instead of looking for the ace, you need to begin to build the…
Too often we dive headfirst into the whirlwind of our day, with its promise of lofty goals and the thrilling chase to the finish line. Today is Thanksgiving in the US. I find it fitting to hit the pause button, if only…
Time, time, time; it’s all about time time – we all have the same 1,440 minutes each day and 168 hours every week. time – most people don’t feel that they have enough of it. time – everyone wastes more…
Almost 28 years ago – I was in my very first sales meeting. Started my new job on January 7th which was also the annual sales kick-off meeting. The head of Sales was in front of the room and said, “As everyone…
Have you ever participated in an inside sales power hour? Where everyone has committed to have a message and call list prepared before starting. PLUS committing to make outbound customer contact dials for the full hour. When I run them, we…
Last week we revisited the 2009 Spooktacular Edition of A Chip off the Block and asked, “Are you wearing a sales costume or being yourself?” In 2016 I asked, Are you wearing a sales manager costume or being yourself? Oh, I’m not saying…