On what that actually means, and how much of it you can teach One of the first things long-tenured, successful reps will tell me is how well they know the industry they work in. They’re proud of their professional tenure, and they should be. By itself, tenure doesn’

On what a handshake says that an email just can’t I was speaking with a VP of Sales for an industrial manufacturer. His team is humming, revenue is strong, and he’s got a calm about him normally reserved for people who are decidedly not VPs of Sales for

Nobody gets anywhere without the help of so many other people along the way. Most of our successes and failures are not totally (or even at all?) our fault. The real ones recognize this, and they look out for others so they can hopefully help to pay that kind of

Consistency in sales is highly underrated. There’s so much to be said about the ability to show up every day and do the mundane things that don’t feel like they’re leading anywhere, until… they do. This kind of behavior shows everybody that you can be counted on.

In addition to finding a viable buyer for the business, the seller must also determine the ownership percentage that they are prepared to sell, with the following options available: minority interest (less than 50%); majority control (greater than 50%); or full ownership (100%). Claudio Martellacci and Nick Rotundo The percentage

There are various levels of retail upgrades, ranging from a total “gut” and remodel to a partial renovation, such as removing or adding walls, replacing flooring, fixtures, or signing and graphics on storefronts, to a simple upgrade of wall finishes and/or lighting. The level of upgrade you choose should

Transferring a business to management or key employees is an attractive option as an alternative to family succession or a sale to an external party, particularly for business owners who feel strongly about maintaining the corporate culture and values post-exit. Examples of these types of buyers include executive or

This article will discuss what a strategic buyer is, along with the advantages and disadvantages of selling to this type of buyer. A strategic buyer typically operates in the same industry as the business that is for sale (the “target”). Strategic buyers can be competitors, customers, or suppliers of the

What makes it tougher is that almost nobody will say so. It’s hard to sell out there right now. Like, US Open hard. It feels like every aspect of your sales game is being tested, and a lot of people are not going to make the cut. I apologize

When you hand someone a box of puzzle pieces, where do you tell them to start? I worked from the library a couple of times this week. They have some study rooms with closing doors, so I can get out of my house and still take calls without being “that

Mentorship changed the trajectory of my life. That's not an exaggeration; that’s literally what it does. In a sales context, it showed me the difference between what sales actually is and what I thought it was. For someone wired the way I am, I have to understand