In the dynamic landscape of business, growth isn’t just a goal—it’s a strategic imperative. As 2023 unfolds, organizations across industries are presented with a myriad of opportunities to fuel their expansion and thrive. The art of achieving sustainable business growth requires a well-crafted roadmap and a calculated approach. This blog unveils seven essential steps that...
Category: Posts
How To Work with Someone You Don’t Trust
Most of us don’t have the luxury of choosing who we work with and, unfortunately, not everyone can be trusted. You already know this, and you probably learned it the hard way like the rest of us. There is no magic wand that you can wave over people to make them more trustworthy. What’s baffling...
Creating Trust with Your Sales Team
Salespeople can be quite cautious when it comes to trust. Perhaps more so than other departments in the organization. It’s almost the nature of the beast since goals & strategies can change often and, frankly, it seems like customers, competitors, and even management like to change the rules of the game with or without warning....
Sales Suffering From Home Run Syndrome?
If a baseball player doesn’t hit a home run every time he steps up to bat, then what was the point of the swing? That’s a silly question for a number of reasons, but sometimes we adopt this mentality in sales. It’s called Home Run Syndrome. If we are not great every time we try,...
Addressing The 4 ‘Misses’ Of The Customer Experience
The customer experience is as crucial to the identity of your company as is your brand. It is how we make customers feel in every way they interact with our company whether it is your employees, your website, your storefront, the billing process, and so forth. Some companies do a great job of deliberately designing...
CHOPPED For Change: A Sales Culture Makeover
Do you know what you look like when you are stressed? We think we do, but other people can see stress on us better than we can see it on ourselves. In fact, for salespeople, we are doing our best to hide our stress, but our body language gives us away. Our jaws stay clenched....
When Clients Go Silent – The Capitulation Method
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales,...
Am I a Bad Sales Manager?
Nobody is perfect. You know this is true if you have ever had, or have been, a sales manager. We all make mistakes and I would believe that most of us want to do better overall. It is a wonder that there aren’t more self-help groups for managers in general; if there are any at...
What Do You Do With A Customer Who Is A Bully?
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
The Yellow Brick Road of Prospecting
There can be nothing more daunting to a salesperson than to be handed a list of prospects to begin calling on. The list usually has hundreds of names and, at first glance, it looks like you have a mountain to climb. In some ways, it really is a mountain as you prepare to introduce yourself...