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 often stated is, “If you plan for secession 3-5 years before a triggering event, you will probably more than double the value of the sale and greatly reduce the amount…

vision casting ripples Sales Xceleration

12 Ways to Make Sure Your Vision Casting Makes Ripples

I’ve often stressed how important it is to have an effective sales plan; but I also believe it’s essential that an organization dedicate itself to effective vision casting. Successful leaders know that when a company’s well-crafted vision is cast into the waters navigated by employees, customers and prospects, it makes ripples that reverberate and represent…

How Honesty Can Help Maintain Customer Relationships

Sometimes a brutally frank discussion with your customer is your only option.  Over the years, I’ve witnessed a number of customer relationships that deteriorated because the sales representative was unwilling to have an honest and open conversation with their customer. Problems languished and frustrations grew. The sales rep’s fear of angering or embarrassing their contact…

Hope is not a Strategy! Leveraging Social Selling Tools (aka) Sales 2.0

Business is moving at the speed of social. No longer can we use traditional client acquisition methods, email campaigns, dialing for dollars, even simply reaching out via LinkedIn. This blog is a must-read for any business seeking answers and ideas in building a social media strategy. http://www.brad-gruber.com/sales–tech-blog-posts/hope-is-not-a-strategy-leveraging-social-selling-tools-aka-sales-20 Reach out to me on my website with any questions…