Few things hurt more than losing a client. Some you see going. They leave despite your best efforts and if nothing else, at least you had a chance to prepare and find other new prospects to plug the void.
The losses that add insult to injury are those clients who were seemingly satisfied, some...
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Last year, I presented at a gathering of 50 small business owners and leaders. Most were younger than me. When I asked them about social selling, such as how many had LinkedIn profiles, less than a third did. When I asked how many of those had been on LinkedIn in the last month, about a...
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One of the most common objectives stated in discussions with front-line reps, senior executives, and everyone in between is how to shorten their sales cycles. While I would argue that at one point you hit the “optimal” cycle, and trying to shrink it further is just not a good use of time...
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The Challenge: Sales managers must simultaneously balance and command two key things to consistently succeed:
Drive short-term results while leading long-term rep development
Master being both a ‘Manager’ and ‘Coach’
Allowing an imbalance, as tends to happen, limits...
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