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Come January 2, you might notice a huge drop in profits. Smaller businesses in particular have a tendency to suffer losses in the first month of the year because of slow sales. If this sounds like what you’re expecting to happen the day after New Year’s, then start preparing your online business today so you’ll ...

We know all about value propositions, don’t we? Or do we? The term, “Proposition” is defined in the dictionary as “a statement that expresses a judgment or opinion” or a “scheme or plan of action”. Very interesting. While delivering subject matter expertise in enterprise selling is important, most would agree that listening is even more ...

Let’s be honest, there is a huge limitation with traditional CRM systems where the type of data and how it is displayed is often predetermined by the system or by an all powerful administrator. This often leaves users frustrated and not seeing the value of the system because it seems like you are working for ...

As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and pipeline. Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there ...

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of prospect? Perhaps you were too broad ...

I wrote an article on why closing usually isn’t the real problem for salespeople – even for those who fail to hit their numbers. It generated lots of discussion with more than 5,000 reads and I discussed the misplaced emphasis on closing with Anthony Iannarino, creator of The Sales Blog and author of the book, ...

What are they really afraid of — your truth or their truth? It’s definitely a combination of both: what they see you doing in the market and what they observe when they examine their own plans and strategies.

I often ask senior executives what they think the biggest weakness is within their sales team. A common answer is that their salespeople need to get better at closing. But here is the thing I’ve learned from three decades in the trenches… The perceived problem is rarely the real problem – inability to close is ...

The DePaul Center for Sales Leadership: Making Sales A Career! Today there is an amazing number of students who, following college, enter the sales profession. The downside is that they have not had any sales training—and in fact, relatively few colleges offer sales courses of any kind. As a result, 40 percent of these salespeople ...

Millennials are a hot topic right now. They’re a complex generation that has been shaped by the rise of the internet and an increasingly globalized world.