Do Top Candidates Find You Attractive?
Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, …
Accepting Lost Deals | Sales Strategies
I was working with a CEO and his management team recently and the CEO said, “If you’re batting 300, you would be in the hall of fame.” It was a …
You’re Either Digital or You’re Dead
In today’s world, you either decide to be digital or you decide to be dead. What’s your choice?
The Sales Leadership "Right Stuff"
It’s one of the toughest jobs out there at the best of times. There’s no education program you can sign up for—or diploma you can achieve—that gives you a direct …
Three Key Self Assessment Questions | Sales Strategies
One thing that I know all top performers have in common is that they’re really good at self-assessing such as asking questions on what they did well on.
The Best Way to Fire a Client
As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the …
Don’t Overlook this Talent Source | Sales Strategies
I’ve been working a lot with sales managers over the past few months and interestingly, we’ve been talking about recruiting, retention, motivation, and top performance. They all have one thing …
5 Steps to Reduce Turnover | Sales Strategies
Recently, I’ve been doing a lot of research with our clients and a lot of reading on sales turnover rates because it’s impossible to create a non-stop sales boom if …
Don’t Mess with People’s Pay | Sales Strategies
Recently on my LinkedIn page, we’ve been having an interesting discussion on compensation plans. Over the course of my career as a consultant, I’ve met two or three sales leaders …
Buyers are Busier than Ever: What to Do | Sales Strategies
We’re finding that buyers are limiting contact with sellers to manage their time. In fact, Jill Konrath put it best when she said, “buyers are busy and long-term planning is …
How to Enhance Your Client Retention Success
Do you ever feel as though you’re not doing quite enough for your clients? You’ve delivered everything that you promised to deliver, and the client seems to be happy with …
How to Benefit from Vendor Consolidation | Sales Strategies
Ten years ago, I was working with clients where we were focused on their business as a speciality item. One of the biggest banks in the world was one of …
