How to Recognize You’re a BAD Manager [and What to Do About It]

Let’s face it: there’s nothing glamorous about being known as a bad manager. In fact, it’s probably the last thing you’d ever want to hear from one of your salespeople. The truth is, however, that we hear a lot more horror stories about bad managers than we do about good ones. That’s not to say [...]

By | 2017-02-02T10:37:52+00:00 February 2nd, 2017|Sales Leaders|2 Comments

How to Measure Business Growth in 4 Simple Steps

If you’re wondering the best way to measure business growth, you’re not alone. I haven’t met a CEO or stakeholder yet that hasn’t wondered the same thing. Now, before I continue, I’d like to set the stage. First, push everything else you’ve heard and read about business growth out of your mind. Once you’ve done [...]

By | 2017-01-11T17:08:17+00:00 January 12th, 2017|Sales Leaders|2 Comments

How to Grow Your Business: Fix 6 Sales Problems

As you begin the new year, you’re likely thinking about how to grow your business to hit your goals. One great method to grow your business is to identify and solve problems that have been holding you back. But it can be difficult to figure out which problems have been affecting your growth, and you [...]

By | 2017-01-04T12:19:12+00:00 January 5th, 2017|Sales Leaders|0 Comments

Sales and Marketing Collaboration: How to Leverage Your Teams to Sell More

I’m clear that sales and marketing are working more closely together than ever before. This is especially true at CFS. Let me tell you about it. About three years ago, we were happy to get 1,000 hits a month on our website. Ever since then, we have consistently increased this number. This month’s numbers are [...]

By | 2016-12-29T14:32:23+00:00 December 27th, 2016|Sales Leaders|3 Comments

Are Your Sales Goals Dynamic or Static?

When it comes to sales goals, we all have numbers that need to be met. But shouldn’t it go deeper than that? Your sales goals should be dynamic. They should be an ever-flowing stream of innovation and growth. But how do you create dynamic sales goals? Forget about the money No, I’m not crazy. To [...]

By | 2016-12-20T10:03:37+00:00 December 20th, 2016|Sales Leaders|0 Comments

Relationship Management 101: Nurturing Your Biggest Fans

It’s the most wonderful time of the year: relationship management time! I know, I know. The term relationship management doesn’t sound very exciting. Having to “manage” relationships actually sounds like kind of a drag! I mean, relationships should be natural, right? Relationship Management 101 As I’ve gotten older, I’ve learned something funny about time: it [...]

By | 2016-12-14T17:01:30+00:00 December 15th, 2016|Sales Leaders, Sales Success|2 Comments

11 Sales Templates for Closing Deals Using Email

We’re big believers in using and storing effective sales templates in our Sales PlayBook. And lucky for you, today I’m going to be sharing some of said sales templates! If you haven’t already, be sure to check out the precursor to these sales templates: email templates for cold prospecting and email templates for warm prospecting. [...]

By | 2016-12-05T15:58:25+00:00 December 8th, 2016|Sales Success|2 Comments

It’s NOT About a Demo! How to Sell Through Conversation

Guess what? A demo does not help your pipeline grow! Picture this: you start a new job and you want to kick ass. So, the first thing you do is make sure you know the product you are selling inside and out. This way, you can give a great product demo and get some sales [...]

By | 2016-10-27T09:35:02+00:00 October 27th, 2016|Sales Success|0 Comments

Sales Email Best Practices: 9 Do’s & Don’ts to Crush the Email Game

Think your sales email is the only one that your prospect got today? Think again! Chances are your prospect already received a sales email or two today asking for “time to speak” or “time to connect.” If they don’t know you, and sometimes even if they do know you, there really isn’t much incentive for [...]

By | 2016-10-17T16:47:35+00:00 September 1st, 2016|Sales Success|3 Comments

Change Management: How Building a Sales Playbook Can Fail

When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]

By | 2016-10-17T16:47:37+00:00 August 30th, 2016|Sales Leaders|0 Comments