A full sales pipeline can make a CEO feel better, but it can also create a false sense of security. That is one of the most dangerous issues I see in small and midsize businesses. The pipeline report looks healthy. The CRM has plenty of opportunities. Salespeople are talking about deals that “should close.” The […]
Your Sales Pipeline Is Full. So Why Is Revenue Still Missing? Read More »
Your sales team may be busy, but that does not mean they are moving revenue forward. This is one of the biggest disconnects I see when working with small and midsize businesses. The CEO or business owner looks at the team and sees sales activity. Salespeople are making calls. Emails are going out. Proposals are
Sales Activity Is Not Sales Progress Read More »
AI in sales is getting a lot of attention, and for good reason. It can help salespeople research prospects faster. It can summarize calls. It can draft follow-up emails. It can help prepare for meetings. It can improve CRM notes. It can support lead scoring, call intelligence, workflow automation, content generation, and sales productivity. Those
AI Won’t Fix a Broken Sales Process Read More »
B2B buyer behavior has changed, and many small and midsize businesses have not adjusted fast enough. Today’s buyers are more informed than ever. They are more skeptical. They are doing more research before they talk to your salesperson. They are comparing options, checking reviews, asking peers, reading your website, using AI tools, looking at competitors,
B2B Buyer Behavior Has Changed. Has Your Sales Team? Read More »
Sales assessments can be incredibly useful. They can help a business owner, CEO, or sales leader better understand how a salesperson communicates, what motivates them, how they respond under pressure, whether they appear to be wired for a certain type of sales role, and where they may struggle in the sales process. That is valuable
Sales Assessments: What They Tell You, What They Don’t, and Why Context Matters Read More »
What Small Businesses Can Learn About Sales Growth from the Kentucky Derby The Kentucky Derby is called “The Most Exciting Two Minutes in Sports,” but anyone who understands the race knows the outcome is not created in those two minutes. The real work happens long before the horses enter the starting gate. There is training,
If sales results feel inconsistent, forecasts are unreliable, or opportunities keep sitting in the pipeline without going anywhere, the problem may not be your market. It may not even be your salespeople. In many small and midsize businesses, the real issue is the sales process itself. That is the hard truth. A lot of companies
Completing a Sales Process Audit: Improve Sales in 7 Steps Read More »
When the Owner Is Still the Sales Process, Growth Stalls In many small and mid sized businesses, the owner believes there is a sales process. If you ask about it, they will often say, “We have a process. I know how we sell.” And to be fair, they probably do. They know how to qualify
When the Owner Is Still the Sales Process, Growth Stalls Read More »
Introverts vs Extroverts in Sales: Why Ambiverts in Sales Often Win For years, sales has been stereotyped as an extrovert’s game. Talkative. Charismatic. Always on. The kind of person who can work a room, handle rejection without blinking, and keep a conversation moving no matter what. That image has been around a long time, and
Introverts vs Extroverts: Why Ambiverts in Sales Often Win Read More »
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 »
