I recently wrote about a well-defined sales process as being a “recipe for success.” This is because, once defined, the sales process affords you the ability to (1) measure the effectiveness and efficiency of your sales representatives, (2) create accountability to measurable goals and (3) identify opportunities for training and improvement. It all starts with creating metrics based on […]

The dictionary defines process as a series of actions or steps taken in order to achieve a particular end. You are familiar with many kinds of processes: manufacturing processes, quality assurance processes, invoicing processes, etc. What about a sales process? “The B2B, or business-to-business, sales process simply refers to the series of events, phases, or steps […]

Take a look at this list of Seven Reasons Your Small Business Is Not Generating Sales. It has some good ideas for improving sales results. And, if you have the time, you can analyze which of the reasons apply to your sales team, create a plan to overcome them, coach your team, monitor their activity and, […]

What’s Missing? According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small […]

Small Business Owners: Try Something New in 2019 Resolution: a firm decision to do or not to do something. While 2019 is a new year, there is nothing new about New Year’s resolutions. According to Sarah Pruitt of, “the ancient Babylonians are said to have been the first people to make New Year’s resolutions, […]

Are You Building a Championship Team? Recently Rex Ryan, former NFL coach and current ESPN football analyst, spoke about the priorities of the Green Bay Packers’ yet-to-be-named new head coach. The team, with 5 wins, 7 losses and 1 tie has not performed to its potential and had suddenly fired long time coach, Mike McCarthy, […]

The Goldilocks Sales Manager Over the years, I’ve had the opportunity to speak with a great many salespeople and to hear their opinions of their sales managers.  While some recounted the positive impact they had on them and others the negative, the best managers always seemed to strike a balance in their style. One notable […]

Sales Advice from Jack Nicklaus With few exceptions, the best professional golfers employ coaches.  And, they pay up to $20,000 per day for their advice so they clearly believe in the value of sound coaching.  (This is Dave Pelz’s fee and 11 of his professional students have won a total of 21 Major golf championships.) […]

Message to Business Owners: Get Social Your salespeople face greater challenges to winning new accounts than ever before. According to CEB, the buying decision process is 57% complete even before a prospective customer talks with a salesperson. This means that prospects are well informed about your company and your market so it is much more difficult […]

Knowing When to Be the Business Owner and Not the Sales Manager As a small business owner it is hard to give up crucial functions within your business, so you can focus on actually running your company. However, without giving up some of the responsibility of those crucial functions you may be setting yourself and […]

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