If you are one of the many print businesses that are cruising past their 2019 revenue numbers, you can stop reading here. Just keep doing what you’ve been doing. If you are not one of those businesses, maybe you should look at the effectiveness of your marketing and...
A quick note to all sales leaders about your next sales meeting. When I observe some of the leading companies, there are three things that their sales teams are always working on — finding new customers, adding services and depth to existing relationships, and...
The definition of your client facing team has evolved over the years. For a long time, the sales rep was the only face the customer knew. Over time, and in more progressive businesses, the customer service and account management team began to take a more active role...
It's important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn,...
When you first meet them, they are charismatic, curious, and always ready to help. They excel at developing relationships and use them to leverage what they need to succeed. They can often view the rules of engagement as suggestions, or meant for someone else. And,...
It’s important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn,...