In a well-functioning process, numbers are used to standardize, clearly identify the success factors, and measure outcomes of not just the end result but every step along the way.
Read More
Apologizing is a human behavior that acknowledges and resolves an issue. In business, it’s more than learned behavior; it’s an essential part of a growth strategy. Apologizing to a disappointed customer can i.e., reduce returns, increase brand reputation, retain loyal clients, increase recurring revenue, and even avoid a legal challenge.
Read More
The ratio between those two is a balancing act, one that does determine whether the solopreneur is successful and their practice survives. But is there an ideal ratio, an ideal amount of time to spend on Business Development?
Read More
Frequently, when speaking with startup founders, I hear the comment, “we are not ready for a sales leader.” The reasoning provided includes lack of funds (“we need to generate some revenue first”), a sequence in hiring (“we are busy hiring AEs and SDRs”), or delays in product development (“the product is not ready for primetime”).
Read More
There is an (almost) unlimited number of authors and content on this subject. And for a good reason: Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business.
Read More
While there are multiple ways of getting into Sales, the key to a successful career is the joy and happiness you still experience after twenty or thirty years. And that takes the right person.
Read More
In a recent conversation with a founder, she shared that it was important to her that certain positions like her VP of Sales be W2's employees, given the confidential business info they would know and have access to. Are W2 employees better at keeping proprietary business information confidential than 1099 contractors?
Read More
While your website can share all the rational reasons for why your product is the best, no one will buy unless they feel they get to know you, have a likable online experience and develop the trust that the product or services delivered actually meet the description provided.
Read More
Hybrid virtual-selling best practices are now based on building new strategic sales systems to achieve remote sales results going forward. Recent customer behavior and interaction with remote salespeople has changed and will continue to remain this way into the future.
Read More
Good salespeople know how to focus completely on one thing at a time. When working with a client, focus only on them – the fear that they may not sign and you will miss your quota is a distraction.
Read More