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General
Picture hiring a promising sales rep. But three months in, they quit. Sound familiar? You're not alone — 52% of top sales hires quit because of poor sales training or onboarding. On top of this, Ann Clifford, founder and president of Safari Solutions, notes that it takes three to nine months for new sales hires to hit their quotas.
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Most teams today are in touch with their sales data in some way, shape, or form. Some industries and companies are better at it than others.
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Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies — both successful and unsuccessful — reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates.
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I'll never forget one of my first big sales meetings. I walked out feeling defeated, convinced I'd blown it. The prospect had bombarded me with tough questions and objections, and the whole time I thought they were poking holes in my pitch because they weren't interested. Later on, a mentor would point out that those "grilling" questions were actually a buying signal in disguise. That prospect was deeply engaged, trying to gather justification to buy.
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As a business owner I know there's one thing that can make or break my business: cash flow. If you start a brick and mortar store with employees you may be aware of how crucial it is to know when cash is going in and out — but maybe less so if you run an online business or are a consultant.
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Like most people, my first real experience with AI was when ChatGPT was launched in 2022. At first, I was simply amazed by the wealth of knowledge it could provide. However, I soon realized that the true power of AI for entrepreneurs wasn't in accessing information but in how its capabilities could be applied across multiple use cases. The potential wasn't just exciting — it felt limitless.
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Forecasting can feel like a dark art — part science, part intuition, and a dash of hoping for the best. But as businesses face increasing pressure to predict everything from sales targets to inventory needs, relying on gut feelings just doesn't cut it anymore.
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Most people are unaware that they're doing business with a holding company when they bank, buy a jacket, or sign up for a health club membership. I know firsthand because that was me.
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Discovery calls seem straightforward: learn about your prospect and present your solution. But in reality, they derail more often than they succeed. I've been there — watching a prospect's energy fade as I talked too much, only to receive a polite "we'll think about it" before they disappeared forever.
General
Have you ever wondered what sets top sales performers apart from the rest? I know I have … maybe too much. Anyway, I used to think that "thing" was a well-curated mix of charm, confidence, and a little luck. But after doing some further research, I discovered there's much more to the story than I thought.