Should You Throw Your Strategic Plan in the Trash?

Should You Throw Your Strategic Plan in the Trash?

Successful sales execution requires more than sales technology. “Joanne, the challenge is always in the execution.” That’s what a client told me more than 20 years ago, and I’ve never forgotten it. Companies today purchase the latest and greatest sales technology,...
Sales Managers: Think You’re Ready for Referrals?

Sales Managers: Think You’re Ready for Referrals?

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account...
Learn How to Get the Gatekeeper on Your Side

Learn How to Get the Gatekeeper on Your Side

Prospecting shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because prospecting has gotten incredibly complicated, even though it should be a no-brainer. At most companies, prospecting is a...