There’s an old saying: Here are four common assumptions that CEOs make, and how you can avoid them. Having been in the CEO role a half dozen times, I have made a wide variety of foibles, blunders, misguided assumptions, and bonehead choices. Most of the great CEOs I have the privilege to know and work ... Read Post

I’m happy to answer this question, but one thing to ask yourself first is “do you really want more clients or do you want more income?” The two are not the same. If you want more income, I’d advise finding bigger clients, not a larger volume of clients. It much easier to make money with ... Read Post

Keeping the number of Stages in the Sales Process to a minimum is usually the way to go.  The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Example 1: ... Read Post

I deliver a lot of presentations and workshops related to social media and social selling. Usually, I begin by surveying the audience with a number of questions, such as a show of hands from those who have profiles on LinkedIn, Facebook, and Twitter, as well as some of the younger platforms, like Instagram. Most of ... Read Post

In 2014, a social business is a sustainable business. But what does that mean exactly? Historically a social business was one that aimed to make the world a better place and while today’s definition of a social business does not exclude that end result, the focus is more on culture and communication style. Companies that ... Read Post

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there and many fears exist; the future of the business cycle, new taxes that will hit in 2015, the challenges of meeting next year’s ... Read Post

Are Your Sales Messages Tuned to the Right Frequency? Editor”s Note: On October 2, 2014, AG Salesworks conducted a highly informative TwitterChat with noted sales author and consultant John Golden, Pipeliner CRM’s Chief Strategy Officer. The complete chat, entitled #ProspectingChat. We excerpted and summarized a collection of tips from this most enlightening sales chat on ... Read Post

I frequently hear sales managers and sales professionals say they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, “We tell our customer exactly what we can do for them, but they just don’t get it.” You see that’s the problem. ... Read Post