Sales

Do you have ‘reference resistance?’

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reference resistance

Are you comfortable asking for references to support your business?  Or do you have what I call ‘reference resistance?’ Whether it’s ex-customers, ex-colleagues, business partners, or current clients, if you’re an entrepreneur or business owner you need to develop the habit of asking for references (and act on it). This is because real people have […]

Sales

Sales solves overwhelm

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avoid self-sabotage

Feeling frustrated by your business? Overwhelmed? Do you feel that you have momentum, and that things are happening – that your business is going in the direction you want it to? In which case, that’s great – keep that fire and momentum going. But if you’re a business owner or entrepreneur, you know that not […]

Sales

New York startups, the Charging Bull and American optimism

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New York startups

It’s no secret that I love traveling, sharing ideas, meeting people and talking about sales. Our workshop series, Make Your Startup a Sales Machine, combines each of these, and I’m thrilled to be meeting entrepreneurs in different counties and cities. Last week I was fortunate to speak to founding teams, business owners and early-stage entrepreneurs near Charging […]

Sales

‘Sales’ is not a dirty word…

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sales dirty word

I’ve been spending a lot of time speaking at workshops and events for business owners. I always like to ask attendees about their perception of sales. In many cases, I hear that sales is not held in high regard — it’s not seen as some highly respected discipline. It’s even viewed as a ‘dirty’ thing […]

Sales

Patience and the need to nurture sales

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Nurture sales

Do you think there is a need to nurture sales? If not, you may be sabotaging your own revenue opportunities. It’s important to recognize there’s a need to nurture. Many startups are driven  by ‘revenue panic’ while other, more established businesses may be driven by the demand for quarterly revenue increases  – in either case they need […]