Insights
The 5 Most Impactful Moments in Business Growth
We’ve all heard some form of the adage, what got you to where you are won’t get you to where you are going. And it’s true in every facet of our lives and of our businesses. While, on the surface, this little catch phrase encourages us to know where we want to go…
Read MoreWhat you really need in a crisis
When I meet with leaders for the first time they usually lead with, “Business feels harder than it ever has before.” We pulled out of the pandemic to be faced with labor shortages, supply chain issues, price hikes, with consumer uncertainty being fed by constantly by media doom scenarios. However, as I’ve been talking…
Read MoreMaybe you don’t need more leads
“I just need more leads!” Of all of the questions, comments, and desires that I’ve heard expressed over the course of a nearly 20-year career, this is by far the most common. It’s a natural and automatic assumption. When people are trying to increase business, the one thing they feel will propel them…
Read MorePreparation
Last week I shared 5 Essential Steps that all salespeople need to follow to bridge the gap between average sales performance and top sales success. Step number one was Preparation. Preparation is the most important part of selling. Before you can make a sale, you have to be ready. Our entire company…
Read More5 ways to Become Excellent at Sales
I can’t tell you how many people have assured me that being a top-performing salesperson is a gift that you either have or you don’t. It’s true that some sales superstars are born with a natural comfort and confidence that makes selling easier for them. BUT… …the ability to close sales — even big sales,…
Read MoreHow to STOP Telling, and START Inspiring
I was listening to a speaker the other day and something she said really stuck with me: “You don’t want people to do what YOU want them to do. You want them to do what THEY want to do. And you have to train them to do that.” This was a speaker talking…
Read MoreWhat’s Stopping You? Getting out of your own way.
Once upon a time… my website was lame. It was actually embarrassing. It was so flat and uninspiring, in fact, that I was actively telling people NOT to visit my website. The worst part was, that for two months I had been working with a fabulous team. They had rebranded my business, created a gorgeous…
Read MoreFinding big money in a little word: Learning to Love the “No”
No! It’s usually the first word we learn and the first word we learn to hate. Even as adults, the word “NO” triggers a sense of loss or of being prevented from having something that we want. Those two little letters form the barrier between us and the object of our desire. In sales, they are dreaded…
Read MoreThe Process to a True Yes: Genuine Service
“A committed client is the natural outcome of genuine service.” There is something in our collective consciousness that is hardwired to equate on-the-spot selling with pushy images of used car salesmen trying to pressure, guilt and/or cajole us into buying decisions we’ll later regret. But what if our collective consciousness is wrong on this? Step…
Read More3 Mistakes to Avoid When Thinking About Hiring
Your business is growing. You’ve got solutions your customers want, a competitive difference to leverage and a sales process that closes consistently. FANTASTIC!! But as you know, growth brings challenges – and one of the biggest challenges I see business owners wrestling with is HIRING. It can be a struggle to find, hire and retain…
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