Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
Let’s unpack that. Most business owners think they understand what their sales department costs. You can see the salaries, commissions, and software subscriptions. It all sits neatly on a P&L. But that number is not the full story. There is a massive difference...
If you’ve been around sales and marketing for more than five minutes, you’ve heard this advice: “Define your ICP.” Good advice. Until it isn’t. Here’s what I see every day. Companies proudly holding up beautifully documented ICPs while their pipelines starve. Sellers...
In honor of Valentine’s Day this past weekend, let me ask you a personal question: do you love your sales pipeline?I don’t mean “are you glad it exists?” or “does it look respectable in a dashboard?” I mean love-love. The kind where you check in regularly, invest...
February is when reality sets in. Q1 is already moving fast, and if your sales pipeline isn’t where you expected it to be, it’s usually for one simple reason: new business development keeps getting pushed aside for “more urgent” work. The problem? What feels urgent...
If you are coming into 2026 with a weaker than expected Q1, it could have happened for a variety of reasons. Here are a few: 1. You may have proposals stuck in the pipeline due to decision makers who are holding off making decisions. 2. You may have spent too much...
Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...
One of my favorite traditions each year is choosing toys to donate to the Jersey Battered Women’s Shelter, selecting gifts for every age group, girls and boys. I always include at least one bike and helmet, because I remember being so excited when I received a bike as...
Why spend the last two weeks of December cleaning your office when you could be filling next year’s pipeline with new business? Most business leaders and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting...
Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – email marketing without calls, email...
This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks which is crucial for getting...
Let's be blunt: most sales voicemails sound like someone reading the back of a cereal box… at gunpoint. You've probably received those robotic, jargon-filled messages yourself. You don't return them. You roll your eyes as you delete them. You pity the CEO who actually...