Your Real Source of Revenue
I have a question for you. Do you really know where your revenue comes from? Most businesses can probably answer that question pretty quickly. It’s obvious, right? Not so fast. …
Take Action on Loss Triggers
In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a …
The Critical Way Buyers Have Changed
You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the …
Top Sellers Don’t Need to be Team Players | Sales Strategies
Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner …
How to Hire The Right Salesperson
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build …
Anticipate Loss, Plan for Growth
You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are …
Turnover Above 20% is Killing Your Sales | Sales Strategies
Turnover, specifically sales turnover, hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.
Sellers That Lie
What’s up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? …
Inbound Sales are Heading Out | Sales Strategies
In the next 5 years, we are going to lose 33% of all inside sales jobs that are focused on order taking, and I estimate that over the next 10 …
Sales Decelerators
Based on my work over the last year, I’ve identified 6 top reasons that I see sales teams fall short of their full sales potential. Could you be making the …
The Best Way to Lose Sales
How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy …
Building Your Inside Track to Accelerated Sales, Part 2
In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your …
