Sales Strategy and Growth

New Groundbreaking book by LEE Salz “If we don’t drop our price, we will lose the deal.” Is this a line you hear often from your Millennial salespeople? While the easy answer is to lower the price, the company sacrifices margin—oftentimes unnecessarily. There has to be a better way! Here's a question we can ask ourselves and our salespeople, a catalytic question: “What might we do differently to get the results we want - a closed deal at the margin we need?”

By the time you read this article, my husband, Gordon, and I will be far away from North Dakota. First, we’ll be visiting family and friends, and then…traveling to Maine, New Hampshire and Vermont to see the breathtaking colors of fall. And all of this will be happening with me at the back of Gordon’s Honda Goldwing. Why are we willing to take on the added risk and (sometimes) discomfort of traveling on a motorcycle?

Kicking off the Millennial’s Matter Movement has been rewarding! Thanks for everyone’s help – endorsers, Amazon reviewers, LinkedIn and Facebook supporters. It’s been a whirlwind of coast-to-coast speaking engagements, functions, radio interviews, and podcasts. Strategizing with leaders from all walks of life, from presidents to pastors to parents, has strengthened and confirmed my passion for energizing and equipping an army of character-based leaders committed to building Next Gen leaders. It’s good work for business growth, sales results and leadership at all levels. Here’s a sampling of some of the places I’ve been and people I’ve met on this incredible journey.

60% of Millennials are actively floating their resumes right now (Gallup). This is a problem for all business and sales leaders, since engaged employees guarantee:
  • better customer ratings;
  • increased productivity levels;
  • higher profits; and
  • lower absentee rates.
How much money are you leaving on the table by not fully engaging your emerging leaders?