Buyer Expectations – Cracking the Code

Different buyers, different styles and a different set of expectations each time. How can you successfully navigate a challenge like that to earn more of your buyer’s business? Recently, I had the opportunity to go on a ride-along with a few sellers from different...

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Know Your Ideal Client Persona

Who is your ideal client persona? It's important to be crystal clear on who this is for you so you know whom to target. Typically, a persona refers to the social role one wears, but it's derived from Latin meaning a theatrical mask. Interesting definition considering...

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Creating a Hot Prospect List

We are big advocates of implementing ways to work smarter rather than harder in all aspects of business. One area you will want to apply this technique is when you are deciding which prospects to add to your weekly prospecting list. If your current strategy involves...

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Leading After A Big Client Loss

We kicked off the year with our highest secured sales along with having a record first-quarter sales. Well on our way to hitting our stretch goal, we were stoked to be having another record sales year.   Then it happened. One of our largest key clients restructured...

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What Motivates Your Sales Team?

When we work with sales leaders, we have noticed a common challenge they set for themselves is to double their sales in the next three to five years.  This challenge may be similar to one of your own. If it is, you are probably also aware that there is an underlying...

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