5 Things Every Leader Needs to Do Now

Leadership Strategies to Make Your First Quarter Rock! As we head into the holiday season, the last thing you are probably thinking about is the first quarter. Those first three months of the year when you have to get back to work, start thinking about budget, attracting new customers and getting your team ready to hit their goals. That is exactly what you as the leader need to be thinking about now. [...]

The Most Powerful Leadership Resource You Have

Why Neglecting This One Kills Performance. This past week I started a new round of LEAD – a leadership development program I run for high potentials in organizations. Young leaders who are slated to move into Executive Level Leadership Positions within the next five to ten years. The custom programs always begin with allowing each class to choose the first program. The first lesson they want to learn on this leadership journey. [...]

Why It’s Better to Walk Away from a Sale

This is probably one of the biggest questions in sales – when do I give up on a prospect? When do I walk away from a sale? Every salesperson struggles with this, and more than a few of us have stayed too long at the party trying to get that elusive and difficult prospect to commit. Walking away is hard especially after spending all that valuable sales time and energy. And while working [...]

6 Ways to Recession-Proof Your Business

Yes, it’s coming, whether you like or not, at some point this economy is going to shift. Depending on which economist you follow, it looks like the downturn will hit somewhere around end of 2020 beginning of 2021. Now before you put this article down because it’s beginning to sound like doomsday, realize that a down shift in the economy is not necessarily a bad thing. Over the course of your business lifetime, and [...]

Why You Are Losing Customers

4 Strategies to Increase Retention, Expand Relationships and Drive Referrals. This week I moved my business from one of my long-time vendors, – and hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with regarding availability and response time. So why did I move? Good question and an important one to know the answer to if [...]

Why You Can’t Close the Sale

3 Sales Strategies to Seal the Deal Do you know when the most difficult time is to close a sale, the toughest time to close a sale? Yes, you are right, when you need the sale to close. I don’t care if your best friend or your mother is your prospect, you can bet that if you are desperate for that sale to close, something will happen that will prevent it from happening. [...]

How to Get Ready For 4th Quarter

5 Sales Strategies You Need to Drive Results We are about here, October 1st marks the beginning of the MOST important sales quarter of the year! Why? Because whatever you do in the fourth quarter will determine just how successful you are going to be in 2019. Yeah, it is THAT important! Laying the groundwork, making the calls, and setting the stage now will ensure you start 2019 strong, and if you want to increase sales [...]

4 Must Haves Strategies for Asking Better Sales Questions

One thing I have learned from speaking for or working with sales professionals is that you can tell the quality of the sales professional by the questions they to ask.  For example, do the questions they inquire challenge their customer’s thinking and push them out of their comfort zone? Unfortunately, a lot of sales professional don’t. Many of them don’t have what it takes to ask the tough questions. So, why do [...]

The Only 5 Sales Stamina Strategies You Will Ever Need to Get to the Finish Line

This economy is nothing if not challenging. Sure, our economic climate is full of opportunity, clients and customers who want to do business.  Sometimes it feels like getting a foot in the door and getting to that first meetings takes so much time and energy that you have nothing left to pull you through the long wait before the deal closes. The truth, as any sales professional knows, is that there will [...]

The Leader’s Crisis

One of my passions is helping companies develop their leaders of the future. Building the talent that will lead the company in the coming decades. The challenge with this type of work is that right now we are in a leadership crisis. Not only do most organizations lack the bench strength to create their next group of leaders, but many require the culture to allow tomorrow’s leaders to be successful.

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