We’re all familiar with the aphorism that “A rising tide lifts all boats.” But just because the economy ticks down, doesn’t mean your business has to do the same. Plenty of organizations increase revenue, expand margins, and launch new products successfully in challenging economic times. In this piece, the author offers three strategies to help your sales organization succeed during a downturn

I'm a baseball guy and a die hard Boston Red Sox fan but I can't bear to watch them right now. They are playing the worst baseball since I was 10 years old so that's going back 55 years! It's not hard to understand why they are so bad because the data tells the story. Their stats show that as of May 9, 2022 their bullpen has 9 blown saves.

Have you ever been caught in the trap of making tradeoffs between doing well and doing good? A short-term focus on revenue at the expense of all else can be not only stressful and exhausting, but in the long-run hurt profit and growth. There is a better way.

Any salesperson will tell you that what they do is part science and part art — part hard skills (the actual knowledge of the product and the market) and part soft skills (the interpersonal aspect of sales).

Today’s sales training paradigms take a divide-and-conquer approach to developing the hybrid of soft/hard skills that drive direct sales interactions

One thing is certain: To every business on the planet, cash is the equivalent of oxygen. Without cash, your company will suffocate and go out of business. As with oxygen, if you don’t have enough cash, your business will limp around in a zombie-like state, struggling to take advantage of opportunities to fuel growth.