The Competitive Advantage
December 13, 2022
Setting Your Sales Goal for 2023? You’re doing it wrong!
Right about now, management teams from firms all over our industry are gathering around conference tables to make plans for next year. And one of the key items on every one of those agendas is, “What’s our sales* goal for 2023?”
[*For those of you afraid of the word “sales,” insert “revenue” here.]
Too often, the management team will defer to the president or CEO, who picks a number ‘out of the air’ because that’s what he/she would like to see happen in the next year. Sadly, very little thinking has gone into the president’s sales goal… it’s mostly gut feel and hope.Continue Reading
November 8, 2022
The 4 Biggest Mistakes That Seller-Doers Make… and How to Fix Them
In the 10+ years I’ve been working with seller-doers in our industry, I’ve observed a number of common behaviors that impact sales. Negatively! Behaviors that the vast majority of seller-doers exhibit. Behaviors that are actually pretty easy to change and in doing so, would significantly help them to be more successful.Continue Reading
March 16, 2021
Your Clients Don’t Know What They Need!
Alternate title: ‘Don’t Be an Order-Taker’
I received a call from a client last week. He said he wanted to talk with me about our sales training workshops. Great! Love to do those!
In my younger days… I would have hopped on the phone call and told him everything about our workshops, all the topics we covered, key takeaways for his employees and what makes it different than any other sales training workshop in our industry. It would have been awesome… at least that’s what I would have thought back then!
But I’m not that guy anymore… I’ve learned a few things.Continue Reading