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...
Tips to Avoid the ‘Stall’

Tips to Avoid the ‘Stall’

If you sell, you’ve suffered from the ‘Stall’.  Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse.  Is there anything that sellers can do to avoid the stall?  Yes! What Causes the Stall? To...