
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
I hear this question frequently from my clients – small- to medium-sized businesses (SMBs) in the B2B space – that are looking to grow and
I often hear from my clients – small- to medium-sized businesses (SMBs) in the B2B space – that they just cannot raise their prices …
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
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
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
Your Best Customer Just Said Goodbye – Now What? You just received that dreaded phone call. That one key customer you built your business on
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
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
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
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
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
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