One important lesson learned in 2020 is the importance of Key Account Management. When getting new business is as difficult as it was for many companies in 2020, maintaining and growing existing accounts is critical. But it's not just crucial in lean years. It is essential all the time. It doesn't m...
Your funnel is a critical part of executing both business and sales strategies. Once you establish goals, the funnel is the tool that tells you whether or not you are on track to hit those goals and what it will take to get you back on track.
The myth undermining your sales misconception that buyers are necessarily 70% of the way through the buying process before engaging with sales. I call this common sales myth the Buyer Journey Fallacy.
In today's virtual world, messaging matters for than ever. People get thousands of emails, cell phones tell prospects our calls are spam, people are bombarded by messaging on LI and it's hard to just walk into an office to make a sales. That means your messaging has to be on point. Learn more.
Have you spent a lot of time or money building a Strategic Plan, and you're still struggling with sales? Chances are, you're missing three critical pieces that often get left out of Strategic Plans; Market Position, Ideal Customer Criteria, and Value Proposition. It isn't enough to leave these eleme...
