Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional

Meeting a customer

In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]

4 Sales Costs That Are Killing Your Profits

an iceberg

After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and customer relations. We believe organizations could improve their financial results […]

Here is What “No Decision” & “Lost Deals” is Costing You!

stacks of dollar bills

According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is staggering. Here are some numbers to ponder. These came […]

Six 2018 New Year’s Resolutions for Sales Managers

new year, new you written on a paper pinned on a board

The New Year is here…so if you want to sell more you better prepare yourself to sell smart. Take a serious look at how you and your team sold in 2017. Where are the performance gaps?  Who are your “under performers” and how are they adjusting their selling strategy? Is your sales funnel overloaded with […]

Why Sales Data Matters to Your Success!

W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay using the data that is readily available to […]

Why Map the Customer’s Buying Process?

It seems like such a simple question, but if your company hasn’t defined and mapped the process your customers go through to make a purchase decision you are just guessing and guessing can cost you time, money and market share. According to CSO insights and other research organizations, many sales organizations haven’t taken the time […]

4 Sales Reviews That Every Organization Should Conduct Routinely!

In meeting with sales executives and global account managers who exceed their revenue goal each year, discussion invariably focuses on the benefits of four review processes that pave a pathway to sales success.  Successful sales executives meticulously conduct four types of sales review processes: Win-Loss Analyses, Global/Strategic Account Reviews, Must-Win Reviews and Funnel Reviews.  Let’s […]

Self- Inflicted Wounds in Sales

No one intentionally tries to lose a sale. It’s not uncommon, however, for even savvy sellers to inadvertently self-inflict a wound or two during the sales year. After all, it’s tough to be perfect all of the time. Here is our list of the most common self-inflicted wounds that we see in working with clients […]

What Should You Do With Stalled Sales Opportunities?

Stalled sales opportunities account for between 10 and 15% of most sales funnels, yet little is written about stalled opportunities and the implications for both the sales representative and the sales manager. They are the dirty little secret of sales. Let’s consider for a moment “what” constitutes a stalled opportunity, “why” opportunities stall, and “how” […]

The Four Coaching Challenges Sales Managers Face

When a sales representative or account manager is promoted to a district, region or team sales manager, they often face challenges they’ve never considered before. For example, how much time do I spend “managing up” to my boss and the senior staff versus “managing down” to my team? Managing up can be problematic because it […]