If you lead a small or mid-sized business, you have probably felt this tension: your sales team keeps cutting price to win deals, while you keep wondering why profit margins are shrinking and the “big wins” never seem to show up on the bottom line. That tension usually comes down to one thing: selling on […]
Selling on Price vs Value: How CEOs Stop The Race To The Bottom Read More »
Why Thanksgiving Self Care Matters for High Performers Thanksgiving has a way of sneaking up on us. One minute we are grinding through the quarter, juggling deals, emails, and family commitments, and the next minute we are supposed to “relax” on command. For business owners and driven professionals, that isn’t always easy. But this is
Taking a Breath This Thanksgiving: Why Rest Is Part Of The Work Read More »
Sales Team Performance in 2026: How to Coach Under-performers, Retain Over-performers, and Build a Predictable Revenue Engine Updated for 2026 trends – originally published 2024, refreshed November 2025 As a CEO or founder of a growing company, nothing keeps you up at night quite like inconsistent sales results. One month you’re celebrating a record quarter
Stop Setting Sales Goals. Start Building Sales Systems. Every year around this time, I watch the same movie play out with small and mid-sized businesses. The leadership team gets in a room, looks at last year’s revenue, adds a percentage on top, and calls it a “sales plan.” “Let’s grow 15% next year.”“Let’s double new
Stop Setting Sales Goals. Start Building Sales Systems. Read More »
Strategic Planning for Sales Growth in 2026 If you lead a B2B small or mid-sized business, you’re probably feeling the familiar year-end tension… wrapping up the current year while already thinking about how to grow in 2026. You’re not alone. The truth is, most CEOs and owners spend this time trying to “set sales goals”
Strategic Planning for Sales Growth in 2026 Read More »
Introduction: Your Year-End Sales Review Is More Than a Report If you’re a CEO or owner of a B2B SMB, your year-end sales review isn’t just a report…it’s a portal. It reveals more than whether your team hit the number. It shows how disciplined your sales operation is, how effective your people are, and whether
B2B Sales Metrics That Matter: Your Year-End Sales Review Read More »
For most business owners, closing sales strong in Q4 feels like a sprint to the finish line. The pressure’s on, targets are looming, and the temptation is to push your sales team harder and faster. But here’s the problem, sprinting without direction doesn’t lead to strong finishes. It leads to burnout, bad deals, and messy
Introduction Most companies enter a new year with goals, resolutions, and a long list of things they plan to start doing. But here’s the truth…growth usually begins with what you stop doing. If your sales team is missing targets, struggling to generate consistent results, or burning time on the wrong activities, the problem isn’t effort.
What to Stop Doing Next Year: 5 Sales Habits Killing Your Growth Read More »
Strategic planning for SMB owners and leaders can feel like one of those corporate buzzwords that sound good in theory but rarely deliver results in practice. You’ve got limited time, limited resources, and an endless list of competing priorities. But here’s the truth, without a clear, actionable plan, growth becomes guesswork. Strategic planning, when done
Strategic Planning for SMB: A Practical Playbook for CEOs and Owners Read More »
If you run a small or mid-sized business, the government shutdown impact on SMB sales is not a theory. It shows up in slower decisions, delayed funding, jittery customers, and a pipeline that starts slipping to “next month.” You cannot control Washington. You can control your leadership, your sales process, and how your team executes
