Build a Recognition Culture
Annual reviews, sales incentives, and the occasional compliment are not what make up a meaningful recognition culture. And yet, these are the things most companies…
Articles by Diane Helbig
Three Key Areas of Your Business to Examine as You Plan for the Year Ahead
Usually, we focus our energy on looking toward and thinking about the future. Makes sense. However, sometimes we miss the value of taking a look…
Successful Sellers Embrace Ignorance
For decades salespeople were told their job was to convince the buyer about the need for the product or service. The salesperson was supposed to…
New Year, New Challenges, New Opportunities
Since early 2020 it seems like dramatic challenges have become the norm instead of the exception. With the onset of the pandemic, many businesses have…
How To Build a Pool of Strategic Partners
Strategic partnerships can be invaluable to a business when created with thought and intention. There are various definitions of strategic partnerships. The definition I think…
Use Discovery to Maximize Sales
Discovery is so much better than selling. When we are in a discovery mindset we are present, open, and curious. We don’t have any preconceived…
Bringing on Large Clients Can Result in Big Problems
So many salespeople and small business owners strive to hook the big fish — the large client. There’s a belief that these are the best…
How To Create Advocates — Not Adversaries
Everyone we come in contact with can either help us achieve our goals, or create obstacles. The outcome is dependent on how we engage with…
Your Organization Works Best When the Right People Are in the Right Positions
Have you ever watched a football game and thought about your business? I did that the other day. It struck me that there is great…
How Sales Management Can Hurt Sales
There’s a sales management philosophy in too many companies that is actually working against sales growth. And the salespeople know it. The philosophy goes like…