Runway to Reopen: What’s Yours?
Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]
What To Do When Sales Tank Instead of Panic
At some point in almost every year B2B sales tank. And not just by a little, but by a gut-wrenching, jaw-dropping amount. It happens. Of course, “tanked” means when the data really [...]
Looking for Customers in All the Wrong Places
Hurry up and sell. Be seen working. Fire – ready – aim. Many sales reps don’t know who their customers are – don’t know where to find them. And if they don’t [...]
6 Ways a Sales Plan Keeps Your Success On Track
How do you use your sales plan after it’s written? Does it sit on a shelf under a blanket of dust, or sleep anonymously on a hard drive? If you can’t name at least five different ways [...]
Using Personas for Prospect Profiles
Better than shooting in the dark, prospect profiles (aka targets or ideal customers) make sales and marketing more successful. They screen out the undesirable and demote the mediocre, making [...]
Everything Personal is a Relationship
1/15/08: Here’s a concept “The more people you reach the more likely it is that you’re reaching the wrong people” (yup, S. Godin again). It’s the unspoken, but [...]
