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...
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...
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...
When decision makers say, “No thank you," should you keep trying or cut your losses? My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that...
Every company is different, and a salesperson who is a perfect fit for one company may be a bad hire at another. Many people who sell successfully for other companies may not sell well for you. I once worked with a newer company that spent well into six figures to...
The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...
It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...
It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...