A primary decision to be made by any business owner is how one of the company’s most valuable assets–its sales pipeline–can be protected. Future income rests squarely in the relationships that you and your team have built with customers and prospects. The close dates for those prospects are stretched out over time–some now, others in ... Read Post

As an entrepreneur or sales manager, you may be doing everything by the book to ensure better sales. But you may be shocked to find that the sales figures do not match your expectations. In spite of robust campaigns and aggressive marketing, your products fail to generate high revenues. The problem may be with your ... Read Post

While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air traffic control, and in the ... Read Post

Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources. The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating for the specific behaviours salespeople ... Read Post

Many employers believe that money is the most effective motivator. The problem is that this method gets expensive and doesn’t work as well as positive, non‑monetary motivators. There are other positive motivators that excite many employees even more than money, such as recognition, prestige, achievement, sincere appreciation, pride in a job well done, a voice ... Read Post

If you are an entrepreneur–or for that matter a salesperson, speaker or even a comic–there is a story that you need to tell. It’s the story that will attract the attention of and engage your audience. It’s a story that will make them laugh. In the end, it’s the story that will will motivate them ... Read Post

Salespeople traditionally lead with features and benefits rather than value. But they need to understand that buyers don’t know what they don’t know. Read Post

49% of sellers said that ‘getting into the executive level’ is one of their top 3 challenges (source: The Whale Hunters 2016 survey) Question: What are the ‘Windows of opportunity’ as they relate to calling on the C-suite? Answer: For your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x ... Read Post