In Sandler Enterprise Selling, our KARE account profiling process has developed a worldwide following since it rolled out in 2015. It’s based on the premise that in selling, we group our accounts into designations – geographic, vertical, size-related and other logical buckets. Such categorizations certainly add clarity and should, if utilized correctly, increase efficiency. Descriptive ... Read Post

The US is currently enjoying the lowest unemployment rates since the 1950’s. To say that talent attraction and retention is currently difficult would be a bit of an understatement. According to a recent Goldman Sachs “10,000 Small Business Summit” report, 70% of all small businesses within the country report facing difficulty in finding and retaining skilled talent. The ... Read Post

CASH FLOW MANAGEMENT Cash flow management is a critical business skill that, when done correctly, can help propel your business to successfully grow and allows you to further develop your company. Unfortunately, if your business is unable to manage its cash flow, it could be the very end of your business at all. According to ... Read Post

A Director of Operations is a professional that handles the back-end of the business and play a central role in human resource management. They oversee the business operations that help the business make money. In many small businesses, this role is filled by the business owner or CEO. However, there are benefits to bringing in ... Read Post

In this series, we’ve watched our house of business go through the vision, the planning stage, and construction. Now we’re finally to the point that it’s nearly ready to inhabit! “Staging” When a house is finished and is on the market, staging furniture is often brought in so that potential buyers can visualize how the ... Read Post

If you don’t know what “being customer-focused” means or can’t measure it, you can’t know if you’re doing it.  Many company leaders desire customer focus. Fewer know exactly what that term means. Fewer still can describe specific behaviors to know how far they’ve progressed on a journey toward customer focus. Let’s fix that in this article. ... Read Post

Service-based businesses face a variety of unique challenges when trying to attract clients. Businesses that provide a service, instead of a product, are organizations that sell knowledge, skills and whatever is between their ears. Be Clear on the Ideal Client: Many businesses don’t have a real, clear definition of their ideal client. People assume that ... Read Post

New salespeople can quickly become frustrated with their chosen career path.  They don’t realize that ‘no’ is usually the conversation starter. However, a few simple questions can provide the underlying thought and the exact meaning behind ‘no.’  The response is not always exactly as you believe it to be. For entertainment, ask senior salespeople to ... Read Post