CEOs – Are you driving sales?
I get the opportunity to work with talented CEOs and many of my portfolio companies are achieving great success in a difficult economy. However I sense there is always a worry in the head of the CEO that staff are really engaged in the subject of sales growth. Often...
Staging Your Business For Sale (even if you don’t sell it)
It’s very tempting to compare the buying and selling of houses with businesses. Be careful. For example buying another business is like buying a house but only if you include the family inside it! Selling a business has similarities to selling a house, ignoring...
25 Essential Tips To Improve Sales Close Rates
Fine tune your messaging on all marketing content wherever it resides, to ensure you attract the most valuable sales leads. Poor sales leads kill attractive close rates. Ensure the collateral emphasizes the business results you achieve for clients. Prioritize your...My Experience with the Prime Process and Diagnostic Selling
It was in 2005 as our software business was posting solid results that I pulled together our senior sales team for a review. We had successfully implemented the Sandler Sales System with help from a local Massachusetts training company who helped really sharpen the...How Do You Farm Your Customers?
Let’s assume you have actually closed a deal with a prospect. It could be a large deal or a small deal. You now have in your grasp that precious commodity – a customer! Farming customers is about mindsets and execution. Mindsets Firstly you need to believe...Operational Excellence For Exits
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