When I talk with BSC owners, the question of hiring a salesperson almost always comes up. Over the years, I’ve seen what works and what

In the janitorial industry, it is easy to celebrate a new contract without considering its full long-term value. The reality is that customers who stay

You’ve done the work. You’ve carefully calculated daily work hours, considered all your costs, applied a fair mark-up, and feel like you’ve connected with the

Hard Truths About Winning New Business You know the feeling—you’ve gathered all your measurements, built a great relationship with the contact, and carefully calculated your

In a Harvard Business Review video (A Plan Is Not a Strategy), Roger Martin explains why many strategic plans fail to deliver results. The problem

Organizing your sales pipeline is key to bringing in new business and keeping strong relationships with customers. By clearly managing prospect statuses, you can focus