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
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
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?
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
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
Listen to the podcast on iTunes Terry Slattery is the President and CEO of Slattery Sales Group. After serving four years in the Air Force, Terry got his degree in economics, and joined IBM’s sales … [Read more...] about 014: How to build a “bankable” sales forecast
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?
Have you ever seen a company file bankruptcy and you ask yourself “how did that happen?” There are always signs. And it’s rarely from the leadership. Executives are generally skilled at giving some … [Read more...] about How to recognize Business Hypothermia