Businessmen meeting and planning

Start Me Up

As an eternal optimist, I can’t resist imagining the business environment after this “storm” has passed.  My career has been focused on building and rebuilding businesses, so I’m hardwired to think this way.  And because of the wildly varied experiences I’ve had working with startups and some of the largest corporations in the world, I see a major obstacle or opportunity (depending on your perspective) ahead once we are clear to resume our lives.

Businessman virtually evaluating business sales processes

Tune Up Your Sales Engine in a Market Slowdown

Tune up your Sales Engine in a Market Slowdown

Business owners and CEOs must reevaluate all business functions during a shutdown period. A key area to focus on is the sales function, including what adjustments will be needed to prepare a business for ramp up, and position a company to quickly capture new opportunities and revenue sources. Sales are the lifeblood of most businesses, and there are several steps that you can take to improve results during and after a period of market slow down.


Business CEO thinking with employees in the background

Questions CEOs Ask Themselves Daily

Early this year, I attended a networking event in Maine with a panel of six top CEOs from the Portland area. The focus of the panel was “60 Ideas in 60 Minutes.” This was a fascinating group that provided anecdotes on what made their businesses so successful and identified the key drivers to their success. This group made me think about several of my favorite quotes such as: “Be open to the different and do not let fear hold you back,” “When it comes to people, slow is fast and fast is slow,” and “Culture is paramount.”

Sales team discussing strategies for seasonal fluctuation in their business

Sales Tips and Strategies for Business Facing Seasonal Fluctuations

Every business has its challenges. But when your sales cycle is seasonal, it introduces a host of unique issues that can threaten a company’s bottom-line sustainability and inhibit future growth. When you have uneven periods of sales and annual revenue depends on a narrow window of opportunity, planning carries a higher risk of being off-target and misdirecting cash flow. The reality is that if your season doesn’t go well, the whole year can be lost.

How to Improve Sales Team Performance with Individual Salesperson Goals

If you want to know how to improve sales by strengthening your sales team performance, it pays to understand the importance of individual salesperson goals. Simply put, properly established individual salesperson goals can and should make it easier for the entire sales team to attain overall measures of sales success. Unfortunately, without strategic planning, individual…