I’ve met a lot of business people who equate attending a networking event with going to the dentist for a root canal in terms of the amount of discomfort it causes. In most cases, the perceived pain is related to the fact that the person feels out of his or her element. While networking may…
Elevator pitches fail way more often than they succeed. And it struck me recently that the reasons they fail are disturbingly similar to why cheesy pick-up lines also go down in flames. So, let’s dissect the problems with pitches and consider a better way to make a first impression that leads to a lasting (professional)…
Sales Xceleration Advisors recently gathered in sunny Naples, Florida to attend the 2017 Annual Conference. The Inn on Fifth in Old Naples was the ideal venue to host our group – with perfect weather, fun activities, fantastic shopping, upscale dining and one of Florida’s best beaches – all within walking distance for our Advisors and…
It has been frustrating for so many of us at Sales Xceleration to go from a rapidly expanding career in sales leadership to a corporate career that seemed to limit our growth while no longer valuing what we had to offer. When, or why, did our wisdom and experience become undervalued? Why were we trapped…
It’s ironic that many of the traits undervalued in the corporate environment – age, experience, wisdom, and gray hair – can actually add to consultant credentials. In other words, the very traits that may have kept sales professionals from being listened to and valued during the latter part of their corporate careers will very likely…
There can be many BIG reasons small business owners outsource when they need the power of professional resources, but don’t want the burden of adding to full-time staff. Some of the reasons may be obvious, but certain others might not be what you expect. Let’s explore some of the reasons small business owners outsource to…
Your Best Customer Just Said Goodbye – Now What? You just received that dreaded phone call. That one key customer you built your business on just confirmed what you feared…they no longer are going to buy from your company. They are being purchased, and the new owner has a long-term relationship with your competitor; or…
Sales Xceleration is proud to once again announce the expansion of its national footprint with the addition of eight new advisors: Len Backus – Seattle, WA Brad Gruber – Atlanta, GA Jim Hefty – Austin Texas Bill Lallathin – Cincinnati, OH Jens Paetau – Los Gatos, CA (Silicon Valley) Kevin Shaughnessy – San Antonio,…
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 owners’ thoughts on the matter, I proposed that there are ONLY two (2) things a salesperson will do … What you pay them for, and what you measure. Do you…
It’s natural to look for a “quick fix” and take the optimistic view that hiring a new salesperson will be THE solution to sagging sales. The truth, however, is that for most organizations, hiring a new salesperson is like putting a tourniquet on a severed limb: it might slow the bleeding, but it won’t cure…
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