There are times in life when giving up something can mean getting more back. We see this when it comes to building a sales team. You have to give up control and let other people and systems execute … [Read more...] about Bring in New Business That Looks like the Top 5% of Your Best Clients
Selling your business is something most entrepreneurs do once. It will represent a lifetime's worth of work. So why not get the most out of the opportunity? I've been … [Read more...] about Thinking of selling your mid-market business – Here’s how
This special episode features three guests instead of one! They’re a family-owned company featuring father, daughter, and son. In less than 4 years, the company has seen amazing growth with over 100 … [Read more...] about Marketing to Millennials
Why do salespeople waste time on dead-end prospects? As leaders, we think we are very explicit when we tell people what we want them to hunt for. We have been selling for years ourselves and sales … [Read more...] about Why are my sales people missing the target?
What are the three rules that all buyers in a national account role follow? 1. Don’t make any changes that could get you fired. * People in charge of purchasing for national accounts wake up every … [Read more...] about Three Important Rules I Learned Selling to National Accounts
Your business is not a sprint, and it’s not a marathon. It’s a relay. The people who got you here, are unlikely to be the ones to get you there. In order to continue to break through plateaus, … [Read more...] about How to Know When It’s Time for a Changing of the Guard
Junk bonds, dot.com, real estate all went through a spectacular rise and then a dramatic crash. I survived the dot.com & telecom bubble and crash of the late 90’s. It got me to thinking, “if we … [Read more...] about How do you spot a market bubble?
Picture this: Kevin was beyond panic. October was approaching and the CEO/owner of a small tech company in Southern California had just watched his fifth newly hired Sales Rep walk out the door. The … [Read more...] about Have you met a Unicorn Hunter?