Is your top salesperson part of the problem?
Can your top salesperson really be a problem? How can this be true? Financially, they’re not a problem. The problem is the psychological damage they inflict on business owners. That’s the problem. Most true superstars are paid like superstars. They act like...
New lead sources are long shots
I’m not a gambler, so I have not bet on a lot of horse races. But when I do, I rarely bet on the 50-to-1 shots. Sure, it’s great when they pay off, but they rarely do. I’m guessing that most business owners are like me. They don’t like to bet...Is the need for more leads a “salesperson addiction?”
Never in the history of business has a salesperson said, “please give me fewer leads.” They must teach a class at salesperson school that every lead is a good lead and you always need more. Sometimes it feels like your sales team is an incessant child asking for...
Can you actually generate leads on LinkedIn?
If I had a nickel for every time I was promised bountiful lead flow in my inbox via LinkedIn automation, I would have a big pile of nickels. I’m guessing you feel the same way? Here’s our collective experience regarding LinkedIn lead generation: LinkedIn lead...
250 expensive leads purchased, zero sales
I met a sales turnaround expert who told me an interesting story. A medical device company raised $120M and, after six years, reported zero dollars in sales. Some of that $120M was spent on very expensive surgeon leads. You’re probably wondering how a group of smart...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →