The Four Steps That Must Be In Your Rebound Plan

The Four Steps That Must Be In Your Rebound Plan

Blog Post #2 in a Series of Sales Strategies to Stay Profitable: Solutions to Stay the Course and Meet Your Goals Safely This is a unique time, no doubt about it. But, that also means there is a unique opportunity for everyone. Usually, the decision-makers you want to...
How to Channel Fears into Opportunities

How to Channel Fears into Opportunities

Blog Post #1 in a Series of Sales Strategies to Stay Profitable: Solutions to Stay the Course and Meet Your Goals Safely If I had five dollars for every time I heard the word “unprecedented” in the last two months, I’d probably be retired by now! This pandemic is on...
Getting Stuck in the Middle

Getting Stuck in the Middle

   Here is a situation I encounter a lot with clients.  I debrief with the client regarding a first meeting with a prospect.  They tell me that the meeting went very well. They were able to generate good rapport and there was good discussion on the prospects...
Your Pipeline: Full or Bloated?

Your Pipeline: Full or Bloated?

Everyone knows that keeping the pipeline full of new prospects is essential to meeting your sales goals.  As you evaluate your pipeline every month, how sure are you about which opportunities will be converting to sales for the following month?  Do you find...
Fall, Winter and What Makes Top Producers

Fall, Winter and What Makes Top Producers

As we transition from fall to winter, it reminds me that the way we view the seasons is a perfect metaphor for what makes top producers successful. Fall is a season of great beauty. I love looking over the Blue Hills as I exit my office park. It is also a season of...