Author: Kassy Good

Too many people prefer to live in a world of absolutes, relying on simple guidelines to make life as predictable as possible. We tend to shy away from guesswork because it’s seen as risky, inefficient, and even foolish. So, when a customer or prospect tells us “no,” we often take that at face value, assuming...

One of my favorite activities when working with salespeople is developing their sales plan. This simple one-page document helps them articulate and understand their goals and strategies, providing a roadmap to guide our efforts over time. One of the most critical—and often challenging—parts of this process is asking salespeople to list their 10 ideal clients....

If you’ve managed or coached salespeople for any length of time, you start to notice trends. Stress, attitudes, and moods are some of the more observable traits you pick up on. These factors can’t easily be measured, but they need to be understood and managed regularly. Salespeople are unique within a company, often operating on...

In today’s rapidly evolving business landscape, characterized by intense competition and increasingly discerning customers, having a well-defined sales process is not just important—it’s essential for survival. Markets are changing at an unprecedented pace, and customer preferences are becoming more sophisticated, making it crucial for businesses to adapt and optimize their sales strategies. A structured sales...

Sales are the driving force behind business growth and sustainability, serving as the foundation for innovation and expansion. While having a great product or service is essential, a successful sales process is equally important. A well-defined sales process helps convert leads into deals and provides salespeople with a higher success rate. It creates a clear...

It’s no secret that the older you get, the more you realize what you don’t know. This becomes even more evident if you get married. When I proposed to my wife many years ago, I didn’t fully grasp that I was making a very strategic decision. Sure, I chose to marry her because she was...

In today’s fast-paced business world, having an efficient sales process is more important than ever. A well-organized and optimized sales process can help your team turn more prospects into paying customers. This article will guide you through proven strategies to make your sales process smoother and more effective, from generating leads to closing deals. Let’s...

Virtual sales meetings have become a key part of modern business. As face-to-face interactions decline, mastering the art of virtual sales is more important than ever. This guide will help you navigate the virtual sales landscape, prepare effectively, and lead meetings that close deals. Key Takeaways Develop skills to lead and get your voice heard...

Using social media for sales prospecting and lead generation is a smart way to connect with potential customers. By understanding how to use different platforms, you can find and reach the right people. This guide will show you how to research prospects, create engaging content, and use tools to make your efforts more effective. Key...