This week’s Sunday Show takes up a topic that I’m encountering frequently with clients these days. Entrepreneurs, executives, and sales personnel who had formerly achieved a degree of confidence in their growth potential got really shot down during this recession. They took whatever business they could find in order to maintain a cash flow and […]
Today we are pleased to feature a guest post by our friend Chris Conrey. You’ll enjoy Chris’s blog Conrey is for Closers. Thanks for joining us today, Chris! Breakfast is the most important meal of the day; that’s beaten in our heads from kindergarten onward into our adult lives. It gets your day started off […]
In a recent article on Entrepreneur.com, Tom Black gave this piece of advice: Understand the sales process. A sale happens, he says, when there’s a transfer of feeling and when you bring people to a point of decision. Of course, we’re all about sales process, but sometimes, even when you’ve done everything right you get […]
Today I’m pleased to feature a guest post from Chris Conrey. Chris Conrey is a professional salesman with a passion for technology. Between client calls you’ll find him writing, reading, or thinking about sales and technology. Read more from Chris on his blog, Conrey is for Closers. You’ve been successful in sales before, why change? […]
The 2011 edition of the Top Ten Small Business Trends from Small Business Labs is a must-read for small business owners. Several of the trends will surprise you, and understanding all of them will position you for greater success. In the coming days, I’m going to look at these trends one by one and suggest what […]
This article is a discussion of sales management and small business growth, focused on five reasons why CEOs fear and do not understand their sales teams.
Here we are on October 15. It feels like the “Ides of October” or something. Everybody’s talking about how there’s only one more month to do business before the holidays set in and nobody’s available. I’m always just a little suspicious of “everybody” and “nobody” but they certainly influence our mind set. Rationally, of course, […]
We had an outstanding interview with Sitewire president Greg Chapman on last week’s Expert Series Call. Greg offered compelling insights into how executives in large companies approach and complete their buying decisions. Two highlights: Purchasing Agents. Greg explained that the decision-making processes for buying goods or services inside of big companies are changing dramatically. Although […]
For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s […]