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.

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...

What comes to mind when thinking about a successful sales strategy?
We have all been in meetings talking about coming up with a successful sales strategy when someone says, “We can sit around planning forever, or we can just get going and do something.” And rightly so. Strategy without execution is a...

If you need consistent, predictable, year-over-year increases in sales, you need a Sales Operating System (SOS) to drive sales.

Most CEOs w...

Do you go to a trade show, listen to a podcast, or read an article, then suddenly find yourself ready to implement something new? Do you get going in one direction then get sidetracked by something new and exciting? Does your team feel like you are continually changing your mind?

If you answer ...

Selling in an increasingly virtual world means continually adapting to new demands. Learning new technology, then learning to be effective using the latest technology. It means communicating with an increasingly distracted audience and figuring out how to get and keep their attention—your message ma...

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...