Here’s the memo: Salespeople need to Stop Selling… and Start Listening! The reality is that your prospects do not have time to meet with yet another salesperson. Just like you, they are under increasing pressure to do more with less… … Continue reading →

Dorothy Parker once said “I can verb any noun”. We use the term “market” both as a noun and a verb. “Market” as a verb refers to the actions and resources devoted to telling your story and creating a consistent brand promise. Marketing is a pretty broad topic of discussion, and there are many different ways to define what it is and what it needs to accomplish. From campaigns to newsletters to collateral pieces… the list is endless. Here are a few key points to remember as you organize all of this activity as it relates to your strategic sales plan. Continue reading →

Dorothy Parker once said “I can verb any noun”.  We use the term “market” both as a noun and a verb.  As a noun, the field on which you execute your sales strategy is your market.  So how do you … Continue reading →

This is, without question, the most important part of your sales strategy.  It is also the part that is most neglected.  The main reason is that salespeople have somehow persuaded us that sales is magic.  They couldn’t possibly explain how … Continue reading →

In thinking about your sales strategy, it is critical to examine the core input to the sale process:  your salespeople.  Your sales strategy will only be as good as the people executing that strategy every day.  You need to carefully … Continue reading →