Smarter Business Growth

7 Ways to Make Your SMART Goals Smarter (and More Effective) Than Ever

Few sales principles have reached the near-universal adoption of SMART goals. Almost everyone understands the wisdom of establishing and pursuing goals that are Specific, Measurable, Attainable, Realistic, and Timely. But do these performance-driven characteristics go far enough? If your goals are merely SMART, it’s possible you are leaving competitive advantages on the table. Let’s take…

Sales team brainstorming around a table about what their value proposition is.

Selling Value: If You Don’t Have a Value Proposition Your Sales Can Suffer

Selling Value: If You Don’t Have a Value Proposition, Your Sales Can Suffer

Does your sales team know what they are selling? Are all your sales reps articulating your product or service’s value in a similar manner? Is the value shared important to your customer base? And perhaps most importantly, do your prospects understand what solutions your company offers (and why those solutions should matter to them)? If you answered “no” to any of these questions, you probably need to fine-tune your Value Proposition. Here’s what a Value Proposition is, why such a crystal-clear statement of value matters, and how to build a value-based positioning statement that can help boost sales and customer engagement:

Computer showing graph for assessment

5 Ways to Assess Sales Performance Amid a Global Pandemic

The COVID-19 pandemic has touched every single part of the economy, including — or especially — sales. Businesses have seen existing customers delay reordering and new customers wait to make their first purchases, and some companies are holding onto cash rather than investing in their business. But their singular focus on the here and now has likely blinded them to how different their businesses and sales processes will look in the future.

Helping hand reaching out to a new sales manager to teach success

4 Tips for Succeeding as a New Sales Manager

What do skilled sales professionals and effective managers have in common? Frankly, not much. And when someone leverages sales skills to gain success in a management role, it’s not just a new job title — it’s a whole new world.
I learned this lesson when I was promoted to sales manager. I’d been an integral part of the sales team, but once I became responsible for managing the team, instead of executing the strategy, my relationship with my colleagues transformed.

Active Listening in Sales: The Secret to Selling More by Overcoming Objections and Providing Real Solutions

Active listening is one of the most important skills in the salesperson’s toolbelt. Unfortunately, it is often overlooked and undervalued in the sales process. The result? Sales that should be easy instead become difficult. Sales efforts that can only lead to frustration – for the salesperson and the prospect – continue toward inevitable dead ends.…