“Can you send me a proposal?”, is one of the best questions you can get in sales. But it also leads to a lot of stress. Small business owners who moonlight as the “VP of Sales”, and even seasoned sales reps lose sales and profit by committing these 6 unforced errors. 1. Making It All [...]
I’ve worked with a lot of small businesses (and plenty of large ones, too) to improve their pricing. This creates fundamental changes in the business model that greatly improves profitability. Yet once that’s done, what the sales team needs, whether a multinational group with regional sales managers or the “team” is the owner of the [...]
A lot of small business owners are much better at “doing what they do” than selling. I’ll count myself among them. But all is not lost. For many of us in the business-to-business world, the better you get at selling, the less it feels like selling, and the more it feels like collaborative problem solving. [...]
