Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years? That's the challenge facing Greg Hirschi…
The Two Opposing Sales Philosophies After years of pursuing sales as a serious closer, I grew into what I refer to as an "of service" sales professional. While I'm still all about closing deals, today I go about it in…
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the number of people I can close?”…
One of the most impactful ways you can increase your wins and connections is to keep your sales skills and practices fresh. Adapting your approach is the key to outgunning the competition. I don’t know about you, but I can…
A well-directed, thoroughly researched cold call with valuable content will always be a key component of an excellent sales kit and help your sales team to become an indispensable part of your prospect’s business. Statistics from AllBusiness.com indicate that eighty…
This year, ask yourself daily if you are being busy or productive. Get off the sales treadmill with the endless loop to nothing. It’s first quarter and you have 12 months to achieve your sales quota. Your focus is probably…
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. How and Why EQ Wins Business Sales…
If you are using these three words you need to stop. They add no value, trigger reflex buyer scripts, and stall your deals in the pipe.
The “what” centers around the value you as the solution provider bring to the buying decision table. The hardest question for any business owner to answer and along with the correct response to potentially deliver the greatest increase in sales…
Top sales performers and successful small business owners embrace the human touch and are viewed by their constituents to clients as “valuable.” These individuals make time to stay human. In what is still a difficult selling environment, there are a…
Learn to say "No" thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying "No"? Sometimes, you need to demonstrate sales leadership…
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical frameworks from which generalizations are formed.…