ARTICLES
Is Your Message Ready to Scale?
Why You Need a Scalable Message (Even If You’re Not “Doing Sales”) You’ve grown your business through expertise, relationships, and results. You’re not making cold calls, and you may not even think of yourself as a salesperson. But the truth is, sales still depends on...
Before You Fix Sales, Ask This First
Why revenue struggles might not be a sales problem and what to do instead When revenue slows down or growth plateaus, it’s natural to look at your sales team (or lack thereof) and think, “We need to fix sales.” But not every revenue problem is a sales problem. Often,...
Think You’re Ready to Make A Sales Hire?
Hiring a salesperson can feel like a milestone — a sign your business has “made it” and is ready to grow to the next level. But here’s the truth: hire too early, and you could end up with less growth, more headaches, and a big hit to your bottom line. It’s a bit like...
Your Business Is Worth Less If You’re Still Doing the Selling
Picture this: You're the founder of a thriving business, the one who bravely took the leap, left stability behind, and convinced others—family, friends, investors, and employees—to trust this magical thing called your Vision. But now, you're still the one closing...
Think Twice Before You Ditch Your Referral Strategy for Tactical Lead Gen
Your Referral Engine Isn’t Dead—It’s Idling You’ve built a thriving company on relationships and reputation. But lately, you’ve noticed something unsettling: Your aggressive growth targets loom larger than the steady trickle of warm introductions. Tactical marketing...
The New Sales Advantage: Coaching with AI and Winning Referrals on Purpose
Note: This is a story built from real patterns we see all the time in entrepreneurial, service-based businesses. Sales leaders are under pressure, coaching is inconsistent, and referrals aren’t producing like they should. The good news? The technology now exists to...
Stop Letting Referrals Be Random: Why B2B Services Need a Proactive Referral System
Is Your Referral System Random or Intentional? Referrals are a HUGE source of sales for B2B services businesses that provide high-trust services - and have been for a very long time. Here are some powerful stats to back that up: 84% of B2B sales start with a referral...
Horror Story: How a Sales Pipeline Killed a Meeting with Potential Investors
The Story John, the founder of a land asset services company, had built something truly special. His business held a unique position in the market, combining software and services to help clients manage land assets more effectively. With a 95% client retention rate...
3 Signs Your Sales Scorecard is Holding You Back
Sales should enable, not prevent, an otherwise successful entrepreneurial business from meeting its revenue goals. Your Sales Scorecard is the litmus test that tells you whether your sales approach hinders or enables your business. The journey to a mature Sales...
The Missing Piece in Your Sales Process: Leveraging the Client Journey
Many services-centric businesses skip or overlook the importance of leveraging the Client Journey - or “Proven Process” in EOS® terms - to acquire and serve more Ideal Clients. This is a huge missed opportunity for many reasons. In this blog, we will look at a case...