Should You Discount Your Selling Price?
I hear this question frequently from my clients – small- to medium-sized businesses (SMBs) in the B2B space – that are looking to grow and
John Lee
Should You Increase Your Selling Price?
I often hear from my clients – small- to medium-sized businesses (SMBs) in the B2B space – that they just cannot raise their prices …
Why Bother Using a CRM?
By the title of this blog, I’m sure that you are thinking: “Why is a sales guru going to tell me that I don’t have
5 Sales Metrics to Manage – Before You Sell
As a Sales Xceleration Advisor, I often work with small business owners contemplating the sale of their company. In the secession planning “industry” a truism
Even More Confessions of the Misunderstood Salesperson
If you read Sales Xceleration’s initial introduction to Zeke, a professional but misunderstood salesperson, you learned some surprising insights into the fears, challenges, motivations and
How to Plan for a Vendor Change
Your Best Customer Just Said Goodbye – Now What? You just received that dreaded phone call. That one key customer you built your business on
Tie A BOW on Your Company
As a Sales Xceleration Advisor, I often work with small companies that were started by “boomers” who are now thinking about retirement. No two businesses
It’s OK if Your Sales Rep Makes More Than You
In my consulting practice with Sales Xceleration as an Outsourced VP of Sales, one question seems to cause more concern with small business owners than
The ONE Thing – It’s NOT Multitasking
I was always taught that multitasking was not only a good practice, but that it was essential to be successful. As a Vice President of
It’s About Profit NOT Sales
We have all heard the old adage “we will make it up in volume,” and have either laughed or cried depending on how serious we
A Salesperson is Hardwired To Do Only Two Things!
While attending a recent seminar with small business owners, I found myself knee-deep in a discussion about what salespeople really do. Contrary to the business