Blog

Since this is a blog post I’ll get right to it . Not enough emphasis is being placed on closing. The reasons we typically hear range from a fear of being too salesy to the reluctance to confront the mortality of a deal.

A company cannot grow consistently unless the sales process is repeatable, non-arbitrary, and aligned with how clients buy. That’s why companies investing in a defined sales process experience a minimum of 5-10% revenue growth when a formal process is followed consistently (Sales Leadership in Action, 2010).

At this writing, there are over 80,000 books on selling available on Amazon.com. What does that say? It says that no one has cracked the code. Buyer needs change, technologies emerge, economies ebb and flow. But what will never go out of style is how your buyer and/or buying organization chooses to purchase what you and your competitors sell.

Employee engagement is a major concern for HR leaders. Year after year, concerned managers and researchers discuss Gallup’s shocking statistic that seven out of 10 U.S. employees report feeling unengaged.

The brokerage community has had a few weeks to reflect on last year and get ready for 2021.

In the era of remote selling, so many distractions have been removed.