Getting Over Slumps in Productivity

We’ve all been there. Unmotivated or overwhelmed to the point of not knowing where to start. What can we do to overcome these lulls and continue being productive? In today’s busy world managing our own time is a constant battle for all of us. It is no wonder we find...

Do You O.Y.N. (Own Your Numbers)?

I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that?  Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This...

Do You Know Your Competitors as Well as They Know You?

“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you...

Why Knowing the Next Step Might Not Be Enough

At the end of every quarter, I see the same misstep — the lack of a Mutual Plan with the prospect (AKA a simple client-specific business case). Sales teams work so hard throughout a quarter to complete proper discovery, multiple product presentations, detailed...

Make Customer Retention a Priority in the New Year

If your 2017 goals include growing your customer base or building a strong pipeline, there is another goal you should consider adding to this year’s list: customer retention. Many salespeople are guilty of “hit-and-run” selling. They get the order and then disappear...