CEO Perspective Series

/CEO Perspective Series

Trap 5: Living off Your Referrals or Hiring a Rolodex

Getting your foundational revenue from your Rolodex is a great place to start. But this won’t sustain you in the long run.

By | September 5th, 2018|Comments Off on Trap 5: Living off Your Referrals or Hiring a Rolodex

Sales Trap #4: Thinking Sales Coaches and Consultants Will Save Your Business

Sales coaches and consultants can be hugely valuable at the right time and place, but here’s why you don’t bet the farm on them.

By | August 7th, 2018|Comments Off on Sales Trap #4: Thinking Sales Coaches and Consultants Will Save Your Business

Sales Trap #3: My Prospects’ Weird Faith in Software and Marketing

I cringe when I talk to a business leader who thinks their fancy new sales or marketing automation tool is a substitute for a true strategic or operational foundation in sales capability.

By | June 22nd, 2018|Comments Off on Sales Trap #3: My Prospects’ Weird Faith in Software and Marketing

Sales Trap #2: Banking Too Heavily on Lead Generation

“I just need more leads.” If you hear yourself saying this often, then I wrote this for you.

By | June 13th, 2018|Comments Off on Sales Trap #2: Banking Too Heavily on Lead Generation

Sales Trap #1: Hiring and Managing Your Own “Sales Hunters”

Almost every client we work with — including us — has fallen into some version of this sales trap. Sound familiar?

By | June 8th, 2018|Comments Off on Sales Trap #1: Hiring and Managing Your Own “Sales Hunters”

What I Got Wrong About Consultative Selling and What I Changed to Succeed

My business is changing dramatically because we found the right way to focus our process on consultative selling. You may find something valuable in our trial and error...

By | May 25th, 2018|Comments Off on What I Got Wrong About Consultative Selling and What I Changed to Succeed

Making the Pivot to More Profitable Clients

Stop “doing” for a minute and let’s think together about the kinds of clients we actually need to have. It might change our lives.

By | May 15th, 2018|Comments Off on Making the Pivot to More Profitable Clients

Brainstorming at Gunpoint: Operationalizing New Ideas When Your Business Gets Stuck

How to keep moving forward in the face of existential threats to your business.

By | May 2nd, 2018|Comments Off on Brainstorming at Gunpoint: Operationalizing New Ideas When Your Business Gets Stuck

Think You Have a Lead Generation Problem? Think Again.

Do You Think You Have a Lead Generation Problem?

By | April 26th, 2018|Comments Off on Think You Have a Lead Generation Problem? Think Again.

Messaging is Money

Messaging is Money: Suborning Marketing to a Sales Culture

By | March 29th, 2018|Comments Off on Messaging is Money

My Dead-End Sales “Win”

My Business Won't Survive Without Consultative Selling Ability and Yours Won't Either

By | March 1st, 2018|Comments Off on My Dead-End Sales “Win”

The Trusted Advisor

Selling Against the Megaphones and "Slick Pitch" Marketers

By | January 26th, 2018|Comments Off on The Trusted Advisor

The Small Business CEO’s Imperative

Get Out of the Weeds or Die

By | December 18th, 2017|Comments Off on The Small Business CEO’s Imperative