Our First Annual Christmas Letter!
Growing our customers, our team & our family of brands has made for an exciting year at WinSource Group. Check out our first annual Christmas letter!
Thanks for the Advice
As an advisor, I have learned that I can’t just walk around dispensing advice no matter how well intentioned it may be. Understanding the current landscape, asking questions about expectations, timing, the players involved, and the rhythm of business are...
Understanding The Vulnerability Of Buying May Help You Close
A salesperson recently told me they think their job is to “find the customer’s pain, then turn the knife.” She bragged that this method gets buyers to take action. True, her sales cycle is shorter than her peers’. Unfort...
2 Distractions That Derail Your Plans (And What to Do About Them)
No matter how good you are, even the best leaders can find themselves off course because of two kinds of distractions. We call them fires and fireflies.
Your #1 Customer Is At Risk. Here’s Why And What You Should Do:
Your competition's #1 prospect is your top customer. Your largest, most profitable, longest lasting account is at risk of being plucked away. That's right- your competitor has the name of your top customer in their CRM a...
Watch Your Sales Team Bloom In 6 Easy Steps:
I know you clicked here for sales management tips, but hang with me for just a minute….
Don’t Let It Slip By
I recently sat in on a client’s sales call so I could offer coaching afterward. At one point in the middle of the software demo, the prospect dropped that the boss said they “need to fix this before the end of the year.”...
Skip The Diagnostic
There are a lot of sales diagnostics out there. Really good ones! You can pay consulting companies to drive around with your team to observe, take notes, and spit out a score. They can survey electronically or spend hour...
The ‘Like-O-Meter’ Is Going To Impact Your Next Sale. Here’s How:
The Counselor Sales Person (CSP) is a sales methodology that was borne out of Larry Wilson’s interest in understanding how and why people make buying decisions. He drew upon the best psychology of the day--even meeting w...