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Home » Sales

Sales

Bring in New Business That Looks like the Top 5% of Your Best Clients

September 17, 2018 by Todd E Leave a Comment

There are times in life when giving up something can mean getting more back. We see this when it comes to building a sales team. You have to give up control and let other people and systems execute … [Read more...] about Bring in New Business That Looks like the Top 5% of Your Best Clients

Filed Under: Sales, Single Post Tagged With: Business Development, Sales

Thinking of selling your mid-market business – Here’s how

April 11, 2018 by Todd E Leave a Comment

Selling your business is something most entrepreneurs do once.  It will represent a lifetime's worth of work.  So why not get the most out of the opportunity?  I've been through it myself, and trust … [Read more...] about Thinking of selling your mid-market business – Here’s how

Filed Under: Leadership, Mergers & Acquisitions, Sales, Single Post Tagged With: CEO, Leadership, Mergers & Acquisitions, Succession

Marketing to Millennials

March 13, 2018 by Todd E Leave a Comment

This special episode features three guests instead of one! They’re a family-owned company featuring father, daughter, and son. In less than 4 years, the company has seen amazing growth with over 100 … [Read more...] about Marketing to Millennials

Filed Under: Branding, Leadership, Marketing, Personnel, Sales, Single Post Tagged With: Cash Flow, Hiring, Leadership, Management, Marketing, Millennial, Sales, Succession

Why are my sales people missing the target?

October 24, 2017 by Todd E Leave a Comment

Why do salespeople waste time on dead-end prospects?   As leaders, we think we are very explicit when we tell people what we want them to hunt for. We have been selling for years ourselves and sales … [Read more...] about Why are my sales people missing the target?

Filed Under: Leadership, Sales, Single Post Tagged With: Sales, Strategy

Selling to national accounts; the 3 most important rules I learned

June 26, 2017 by Todd E Leave a Comment

What are the three rules that all buyers in a national account role follow? 1. Don’t make any changes that could get you fired. * People in charge of purchasing for national accounts wake up every … [Read more...] about Selling to national accounts; the 3 most important rules I learned

Filed Under: Sales, Single Post Tagged With: Leadership, Sales, Strategy

How to know when it’s time for a Changing of the Guard

May 22, 2017 by Todd E Leave a Comment

Changing of the palace guard

Your business is not a sprint, it’s not a marathon. It’s a relay. The people who got you here, are unlikely to be the ones to get you there. To continue to break through plateaus, growing … [Read more...] about How to know when it’s time for a Changing of the Guard

Filed Under: Leadership, Marketing, Sales, Single Post Tagged With: Business, Business Approach, Business Development, Leaders, Leadership, Sales

013: How do you spot a market bubble?

April 9, 2017 by Todd E Leave a Comment

Junk bonds, dot.com, real estate all went through a spectacular rise and then a dramatic crash. I survived the dot.com & telecom bubble and crash of the late 90’s. It got me to thinking, “if we … [Read more...] about 013: How do you spot a market bubble?

Filed Under: Leadership, Marketing, Sales, Single Post Tagged With: Business Decisions, CEO, Debt, Management, Market Bubble, Market Crash, Marketing

Have you met a Unicorn Hunter?

March 1, 2017 by Todd E Leave a Comment

Picture this: Kevin was beyond panic. October was approaching and the CEO/owner of a small tech company in Southern California had just watched his fifth newly hired Sales Rep walk out the door. The … [Read more...] about Have you met a Unicorn Hunter?

Filed Under: Employee Retention, Leadership, Marketing, Sales, Single Post Tagged With: Employee Retention, Hiring, Management, Sales, Sales Management

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