Nov 28, 2024 | Sales Leadership
Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed author and global thinker. We all need a wake-up call from time to time, and her words are worth sharing this holiday...
Nov 22, 2024 | Prospecting
Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he...
Nov 7, 2024 | Referral Sales, Sales Leadership
Do you have the wrong KPIs? “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion and...
