Growing Leaders, Growing Companies, Episode #21: Create a Laser-Sharp Focus for Your Sales and Marketing Efforts
Do you know what makes you stand out against your competition? Do you have a clear picture of your ideal customer? And maybe most importantly, …
Are You Positioning Your Sales Team to Win—or Fail?
If you’re not doing everything you can to position your sales team to win, you’re potentially leaving millions of dollars on the table. A recent …
How to Ensure This Year Is a Total Waste of Time, Energy and Money
Are you experiencing any of these symptoms? (And are they driving you crazy?) You’re in a constant state of overwhelm. You know that you (or …
If You’re Not Doing This, You’re Stealing from Your Future
In today’s fast-paced markets, the companies who excel are the ones who invest in innovation—and the education that sets the stage for rapid advancement. Where …
Are You Building an “Us” and “Them” Environment?
Although I try to avoid it at all costs, sometimes a consulting engagement can divide teams into "them" (the client) and "us" (the consultants). This …
Don’t Go into Your Next Sales Conversation Without the Answers to These Four Questions
In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …
Prospect Research: Are You Wasting Your Time?
Many B2B sales people spend significant time getting familiar with the specific needs and personal characteristics of the prospective buyers they meet with. However, it’s …
Nine Provocative Questions That Create Winning Conversations
Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …
The Four Things You Must Accomplish in Every Customer Conversation to Win More Deals
To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …
The Secret to Stealing Business Away from Your Competition
In today’s highly competitive world, you absolutely must differentiate yourself from your competition or you’ll lose out on many of your opportunities to close new …