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The Secret to Choosing the Best CRM for Your Sales Organization

The Secret to Choosing the Best CRM for Your Sales Organization

| August 19, 2014 | 0 Comments

Here’s everything you need to know to pick the best CRM for your organization. As well as, how to achieve success with a CRM.

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You Messed Up – Do You Pick Integrity or Profit for Your Business

You Messed Up – Do You Pick Integrity or Profit for Your Business

| August 12, 2014 | 0 Comments

Article as seen on Forbes.com My wife and I finally decided to move ahead with a renovation on our home. Though the process will undoubtedly be painful, we look forward to the result. With mortgage interest rates at all-time lows, our financial advisor counseled us to finance the project through a bank. We worked with […]

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5 Keys to Growing Your Business with Intention

5 Keys to Growing Your Business with Intention

| August 4, 2014 | 2 Comments

As salespeople or sales leaders, do you follow the same process every time, or do you wing it? A recent exceptional dining experience provided a valuable lesson for how acting with intention and following a defined process separates the good from the great. You can count on a great dining experience at each of the […]

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Top 4 Questions to Increase the Reliability of Your Sales Pipeline

Top 4 Questions to Increase the Reliability of Your Sales Pipeline

| July 29, 2014 | 5 Comments

Recently I listened to Brad, the CEO of a $20 million technology company, conduct his pipeline review with his sales team. It might sound odd that the CEO was running the sales meeting, but it is not uncommon to see CEO’s running the sales organization in companies as large as $40 million in revenue. Brad […]

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The Inseparable Connection Between Customer Service and Sales

The Inseparable Connection Between Customer Service and Sales

| July 22, 2014 | 5 Comments

Last week, the Internet was a buzz with the recording between Ryan Block, former CEO of Engadget, and the representative from Comcast. Mr. Block and his wife called to terminate their Comcast service. The Comcast representative kept trying to switch the conversation and get them to stay. This interaction demonstrates how customer service and sales […]

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The Top 3 Misconceptions About Social Selling for B2B

The Top 3 Misconceptions About Social Selling for B2B

| July 15, 2014 | 1 Comment

Enough already about social selling. I had an audience member last week ask me whether or not I thought they could shift from selling to social selling. I asked him what was social selling. He said “You know. Using social media to do the selling for us.”  If that’s your definition of “social selling,” then […]

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What To Do When Your Best Customer Says Goodbye

What To Do When Your Best Customer Says Goodbye

| July 8, 2014 | 3 Comments

Uh Oh. Your best customer just sent you an email or left a voice message saying that they are not happy and are taking their business elsewhere. What do you do next? Before we answer that question, let’s reflect on what led up to this point with the customer. Most of the proactive interaction with […]

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Social Media Requires Being Human

Social Media Requires Being Human

| July 1, 2014 | 2 Comments

While on a trip to California to speak at an event last month, I took the opportunity to see how hospitality and travel companies respond (or don’t respond) using Twitter. I hope you enjoy the lessons I learned from my interaction with the various companies. If you have not already figured it out, Twitter is […]

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What The 2014 World Cup Teaches About Winning Business

What The 2014 World Cup Teaches About Winning Business

| June 23, 2014 | 0 Comments

The 2014 FIFA World Cup started off with many shocks and upsets. My son is an avid soccer fan – so much so that he calls it Futbol. We watched the group stage match between USA and Portugal. It was a rollercoaster. I naturally started seeing parallels between World Cup Soccer and challenges companies face […]

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Salespeople Convince Champion Athletes That Practice Is A Waste of Time

Salespeople Convince Champion Athletes That Practice Is A Waste of Time

| June 17, 2014 | 0 Comments

It used to be that professional athletes spent hours every day preparing for their big matches. Basketball players would shoot hundreds of free-throws per day. Golfers would strike and putt thousands of balls per day preparing for the big match. Baseball players would field endless ground balls and swing at hundreds of pitches per day to […]

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