Finally a Rule to Improve Sales Velocity

Finally a Rule to Improve Sales Velocity

The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely...
Top Line Tips

Top Line Tips

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event.  The agenda content should serve to kick-start sales for the year. Easy, peasy – right?  Not so...
Open the Window to the C-Suite

Open the Window to the C-Suite

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can...
Twas the Night Before Forecasts

Twas the Night Before Forecasts

Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers...