Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management....
Fix the Right Sales Problem
For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...
A Surprisingly Great Time to Connect Directly With Senior Corporate Execs
Who likes to work on the weekends? No one does. Who does work on the weekends? Senior level corporate decision makers do. More and more we’re finding the high level execs plugged in on weekends. It’s not just the teenagers who are glued to their devices. I was...
Consistency or Else! Stories of Lost Sales
Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...
Avoiding the ‘Big Black Hole’ of Business Proposals II
In Part 1 of Avoiding the 'Big Black Hole' of Business Proposals, I covered the first two steps that will help you receive a well-earned request for a proposal including what to do in the Pre-Proposal Stage and how to Structure Your Proposal. This week we will explore...