Earlier in the winter and the spring, I was doing two trail runs which then moved into three for the week. I had to get up early in the morning and get back in time to help out at home. As a husband, a father, and a CEO—it’s important for me to be clear […]
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You still have a potential sales opportunity—the prospect didn’t say “no” or “not interested.” She’s still indicating interest, but you’re still in the same place in the sale as you were a week ago. That’s a “continuation.” Alternatively, in your second call, had your prospect said, “I’ve talked with the team, and everyone is available […]
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We had Todd Caponi do a training on his Five F’s on how to run an effective sales organization. The first F was FOCUS. Who is your ideal customer profile (ICP)? What is your focus market? Automate the decision of which market you are focusing on and which you are not. Get really specific. That one […]
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Ran a podcast a couple of weeks ago and covered a few lessons from the trail. One of them was to communicate with your team and schedule EVERYTHING. Block out time on your schedule and communicate about it. Communication is what enables a positive relationship so get clear and let your team understands the importance […]
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The Triangle of Transformation looks at the sign waves in your sales process to help you identify the strategies that you and your company need in order to grow and keep momentum. This model looks at the following: ✔️ Identify and implement strategies, systems, and skills to grow ✔️ Identify decisions you need to make […]
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