by chala | Jan 26, 2022 | Marketing
The surefire way to get more revenue from your existing client base is the magic of up and cross-selling. Let’s break down and unpack this beast so you can finally dip your toe into this never-ending pool of opportunity. Just so we’re all on the same page:...
by chala | Jan 20, 2022 | Marketing
Sophie became my client when she realized that her sales team was converting sales very slowly. They couldn’t get enough appointments on the books and it often took close to a year to finalize and close sales from these appointments. When she saw me present...
by chala | Dec 30, 2021 | Marketing
One of the biggest complaints I get from business owners I meet is that they don’t get into enough new sales meetings with corporate buyers. So I compiled a list of everything we change in our work with clients to get them more meetings. Golden Rules for 2022...
by chala | Dec 7, 2021 | Marketing, Small business growth
“We’ve decided to go another way” is the dreaded sentence you hear from B2B buyers who you’re trying to sell to from time to time (hopefully not too often!) A Kornferry study of 261 B2B Buyers tells the real story of why you’re getting...
by chala | Dec 2, 2021 | Marketing
Unused by sales that is… A B2B study by research and consulting company Forrester claims that 60-70% of marketing content remains unused by sales departments. As someone who has worked in both, this is no surprise to me and I’d like to talk about why (and...
by chala | Nov 2, 2021 | Marketing
Look Like a Hero When I bought services for Pepsi, Pizza Hut and Frito Lay for 18 years, that’s all I ever wanted. I wanted to be the one to bring an innovation, a cost saving, a unique new methodology to do something we already did, you name it. I wanted to...
