Come on, I get it! Customer retention is not glamorous. It doesn’t have a flashy ad campaign. It’s not going viral on social media. And nobody’s handing out “Best in Retention” awards at trade shows. But if you’re running a real business — not a popularity contest — then customer retention is where your real […]
The Team, The Team, The Team
Sales as a Team Sport If you’ve ever played on a sports team, you know that it’s not just about scoring goals or making big plays—it’s about everyone working together toward a common goal. Sales is no different. Too often, sales is seen as an individual activity, with each salesperson striving to hit their personal […]
Bringing Home The Orphans
How to Win Back Lost Customers In business, losing customers is inevitable. But while it’s tempting to focus solely on acquiring new customers, there’s significant value in bringing lost ones back into the fold. I call it bringing home the orphans. Winning back lost customers isn’t just about patching up old relationships; it’s about understanding […]
Know when to Fold Em!
The Importance of Knowing When to Walk Away In business, the ability to know when to walk away is just as critical as knowing when to say yes. It might feel counterintuitive, especially when every deal seems like an opportunity, but not every deal is the right one. In fact, the most successful professionals are […]
Customer Service is Sales in Disguise
When we think about sales, we often picture meetings, pitches, and negotiations. Customer service? That’s something entirely different, right? Wrong. In reality, customer service is one of the most powerful sales tools a business can deploy. Every interaction with a customer—whether they’re calling to ask a question, lodge a complaint, or simply inquire about your […]
Watch The Clock
One of the most valuable assets a salesperson has is time. It’s a finite resource, and how you manage it can be the difference between barely meeting quotas and crushing them consistently. Time management isn’t about being busy; it’s about being effective. It’s about prioritizing tasks that drive results while cutting out or delegating the […]
Selling to the Next Generation of Buyers
As the market evolves, so does the demographic of buyers driving business decisions. Millennials and Generation Z now hold significant purchasing power, influencing industries worldwide. Understanding how to sell effectively to these younger generations requires adapting to their unique preferences, behaviors, and values. By exploring their buying habits, embracing their emphasis on social values, and […]
Why Sales Teams Fail (and How to Fix It)
In the fast-paced, ever-evolving world of sales, success is never a given. Despite best intentions, even the most well-resourced sales teams can stumble. Understanding why these failures occur is the first step toward creating a thriving, high-performing sales force. Here are the key reasons sales teams fail—and actionable strategies to fix them. Lack of Training […]
Selling Without Selling
Selling without selling? It sounds counterintuitive, doesn’t it? Yet, in today’s world, where buyers are more informed and skeptical than ever before, traditional hard-selling tactics often do more harm than good. Instead, successful salespeople are learning to sell by not selling—at least not in the traditional sense. Let’s explore how to master this approach by […]
The Power of Storytelling in Sales
In the world of sales, few tools are as powerful as storytelling. While data, metrics, and features may appeal to the logical mind, stories have the unique ability to connect on an emotional level. A well-told story can turn a hesitant prospect into a loyal customer. Let’s explore the transformative impact of storytelling in sales […]