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 … [Read more...] about Selling to national accounts; the 3 most important rules I learned
Your business is not a sprint, 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.To continue to break through plateaus, growing … [Read more...] about How to know when it’s time for a Changing of the Guard
Listen to the podcast on iTunes Terry Slattery is the President and CEO of Slattery Sales Group. After serving four years in the Air Force, Terry got his degree in economics, and … [Read more...] about 014: How to build a “bankable” sales forecast
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?
Have you ever seen a company file bankruptcy and you ask yourself “how did that happen?” There are always signs. And it’s rarely from the leadership. Executives are generally skilled at giving some … [Read more...] about How to recognize Business Hypothermia
What great "secret of success" do both of these showmen know that many failed business owners do not?To win over a majority of the audience, you will have to get at least a minority of them to … [Read more...] about What do Donald Trump and Alice Cooper have in common?
Most people would not recommend their real estate agent or even re-use him/her ever again. Why?The clients typically had three common issues: 1. The agent was no longer in the … [Read more...] about 006: Marketing – selling $400M without ever making a cold call.