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Skyrocket Your Growth With RFP Success with the RFP Queen
Grab your tea, because this week's guest knows more about winning big contracts than almost anyone I've met. I met Phyllis, CEO of PW Communications, at a CEO roundtable over a year ago. She was so understated that I had no idea how deep her expertise ran. When we...
Fear Of The Phone In Selling
When I started training my clients' sales teams on the phone, I knew the avoidance was bad. Then I looked at the numbers. Sellers are scared: A 2018 study by ValueSelling Associates found that 48% of sales reps fear making cold calls. It's generational: A 2019 survey...
Mind the Gap: Ways to Close Your 2026 Revenue Gap Before December
It's the last quarter of 2026, and I've been meeting with a lot of business owners who are worried about their numbers. They're not imagining it. Four in 10 small businesses expect to fall short of their financial goals this year (Source: Live Oak Bank's Q3 2026...
Stop Throwing Bodies at Your Strategy Problem
Lately, I've had a lot of one-on-one conversations with business owners, and a theme keeps coming up. They know they're not selling enough. Their fix? Outsource the strategy. Hire a sales rep, an ad agency, a door-opening firm, or an AI funnel, and let them figure it...
At What % Price Increase Will Your Customers Leave?
I just got back from a trip to Birmingham, Michigan, where I ran an Executive Roundtable with a great group of women in business, hosted alongside JP Morgan Chase, with participation from their clients and the chair of the local Women Presidents' Organization. Great...
Are Your AI Tools Lawsuits Waiting To Happen (5 real cases)
I was at the DA4S Alliance for Sciences conference in Anaheim a couple weeks ago, and I sat in on a legal panel about AI. I went in expecting a snooze. I came out doing research for days afterward, because what these lawyers laid out wasn't theoretical, it was real...
9 Sales Lies Business Owners Keep Telling Themselves
I'm about to go controversial again: I just got back from three events across Kentucky and California, running Executive Roundtables where business owners share their biggest obstacles to landing corporate clients. I've been doing these Roundtables for 10 years - at...
Is Your Corporate Client Actually Loyal or Just Too Busy to Replace You?
You think you have loyalty. You think the deal is done and they're in the bag. But here's what you don't know: 81% of B2B buyers are dissatisfied even after they've completed the entire buying process and signed with you. They're not telling you because confrontation...
How Much Do People Hate AI?
Only 9% of Americans think AI does more good than harm, according to one research. According to another research by Gallup however, in China, 83% think it's great. There, people are renting their faces to AI for soap operas, getting paid $15 to $700 per face. But...
When an Elderberry Juice Maker Keeps Pitching to a Bank (And Why You’re Making the Same Mistake)
I was having coffee with two business development experts who were former corporate buyers at one of the largest banks in the world, and they told me a story I had to share with you. An elderberry juice maker kept approaching the bank to sell to them. Kept pitching....
6 Ways to Take Control of the Sales Conversation
You spend months and thousands of dollars getting that corporate meeting. Then you blow it by handing over control to the buyer. I listen to call recordings from my clients all the time. They get in the room, lose control immediately, and walk out with nothing. Just...
5 Sales F-Ups I Witnessed at a Conference (And Why You Better Not Make Them)
I just got back from the WBENC conference and while I saw amazing success stories, I also witnessed a lot of preventable mistakes. These aren't judgments - most of us have been there. But now that you know what not to do, please don't do it. Here are the five biggest...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
