You can’t plan for growth unless your sales leaders, people and teams can take control of growth. Customers spend money in good economies and bad. If you’re waiting for sales to get easier, you’re only making it easier on your competition.
Right now, as we face this global threat to our health and economy, everyone who can is thinking about how to adjust for the new world. We have all had our own experience during the last three-weeks, and we will all walk our own path forward. But, this does not mean we have to walk [...]
For 28 years, through every economic and business cycle, we’ve heard five questions from CEOs and business leaders more often than any others. And, every time we’ve heard them, our answer has been the same. Those questions sound something like this: "How can my company ... ... grow REVENUE?" [...]
To answer this question, you have to understand three parts of the equation. The first part has to do with the natural optimism of hiring managers. The second has to do with the relatively weak pool of candidates hiring managers have to choose from. And, the third has to do with hiring processes that [...]
As Growth Multipliers -- salespeople who compete and win as servant leaders -- we make our living by engaging ready buyers in successful buying decisions. But, not every buyer in our sales territory or named account list is ready to buy when we’re ready to sell. Even the best restaurant in town will find [...]
Successful buying relationships are secured by mutual respect. This is the third and final element required to lead a successful buying relationship. In Parts One and Two of this series, we examined the roles of understanding and trust in leading successful buying relationships. It’s common to assume that these two elements naturally lead to [...]
Ask any thoughtful salesperson what the most important element is when helping people buy, and chances are you’ll hear “Trust” without hesitation. They are right in believing that trust is essential, but as we explored in Part One of this series, trust isn’t earned until the buyer and servant leader develop a mutual understanding [...]
Successful buying decisions come from leading successful buying relationships. These relationships require participation and collaboration from all sides of the deal and are built from the ground up upon a foundation of mutual understanding, trust, and respect. People buy from people they respect, respect people they trust and trust people they understand. Each of [...]