Solving Problems with the Problem/Opportunity Matrix

Are you a master at solving problems? Do you view problems as a roadblock, or as an opportunity? We’ve been writing and talking quite a bit about solving problems lately. Why? Well we believe that being a problem solver is critical to being successful in sales. Because everyone has problems. Everyone! So, if you’re a [...]

By | 2017-09-25T10:46:24+00:00 September 26th, 2017|Sales Leaders, Sales Success|0 Comments

Is Your Business Development Process Clearly Defined?

Having a business development process seems like a pretty obvious thing for any company to have. However, simply having a process in place is only part of the equation. For optimal results, your business development process needs to be clearly defined to everyone involved in following and supporting it. Now before I go any further, [...]

By | 2017-09-20T14:54:19+00:00 September 21st, 2017|Sales Success|0 Comments

Business Development Won’t Work Without Workability

I want to talk about working with people in a business development context. I find that most of business development training is focused on improving techniques, or what I call the “doing part.” Let’s step back and address a philosophy that comes before the doing part. I’m talking about something we call “workability.” Business Development [...]

By | 2017-09-20T11:52:11+00:00 September 20th, 2017|Sales Leaders, Sales Success|0 Comments

How to Increase Sales in Just ONE Step

Are you a CEO, Sales Manager, or salesperson wondering how to increase sales in your organization? Well of course you are! You clicked on the title of this article! So, let’s cut to the chase. I’m sure you’re thinking, “come on, Rebecca, get real. If there was a ‘secret’ selling trick, I would’ve heard about [...]

By | 2017-09-12T14:12:53+00:00 September 13th, 2017|Sales Leaders, Sales Success|0 Comments

When You Create Customer Relationships You Close Deals

To put it simply: customer relationships make it easier to sell. I’m going to give two scenarios. Imagine you’re selling any product or service to someone you’ve never met before. They don’t know anything about your product, and more importantly they don’t know anything about you. To them, you’re just another salesperson trying to sell [...]

By | 2017-09-25T16:41:43+00:00 September 7th, 2017|Sales Success|0 Comments

Want to Grow Client Relationships? Use the Client Evolution Model

Developing strong client relationships is the backbone of your business. So, understanding how client relationships work, and the roles that sales and marketing both play, is extremely important. If you’ve chosen to create buyer personas for your business and have had your sales and marketing teams align on this initiative, then you’re off to a [...]

By | 2017-10-13T09:48:47+00:00 August 31st, 2017|Sales Leaders, Sales Success|0 Comments

Want to Sell More? Start by Solving Problems

Looking for ways to sell more? You’ve come to the right place! Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. They often think of the transaction as a “cost” rather than an “investment.” So, let’s explore this and discover how to [...]

By | 2017-08-29T09:53:38+00:00 August 29th, 2017|Sales Leaders, Sales Success|1 Comment

Marketing Ideas for Sales: It’s Time to Update Your Pitch Deck

When it comes to marketing ideas for sales, don’t forget the philosophy! It’s quite common for marketing to develop a pitch deck for sales. But rarely do I see a slide that describes a key company philosophy. Let’s explore this. Marketing Ideas for Sales: The “About Us” Slide When it comes to marketing ideas for [...]

By | 2017-08-15T17:15:54+00:00 August 16th, 2017|Sales Leaders, Sales Success|1 Comment

How to AGREE in a Sales Negotiation

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. To simplify the process, I’ve put together a five-step acronym to help you and your team through the sales negotiation process. Read on to discover more on the AGREE acronym. How to AGREE [...]

By | 2017-07-24T10:21:35+00:00 July 25th, 2017|Sales Leaders, Sales Success|1 Comment

Develop Employees Year-Round with these Tips

You may not realize it, but it’s just as important to develop employees as it is to develop your business on a steady basis (monthly, quarterly, annually). Your employees are your businesses lifeline. Without your team and the great talents that they bring to the table, your company wouldn’t be what it is at all. [...]

By | 2017-07-13T09:31:52+00:00 July 13th, 2017|Sales Leaders|1 Comment