Matt Smith

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  Your Sales Model Makeover

  By Matt Smith  |  July 8, 2012

  Reinventing your sales model may be crucial to your survival.

• Proof that sales planning increases win rates

  By Matt Smith  |  November 1, 2011

  The sales plan is an important tool in defining a sales strategy, establishing a roadmap and identifying actions critical for success.

• Proof that sales planning increases win rates

  By Matt Smith  |  September 29, 2011

  "Plans are nothing; planning is everything."--Dwight D. Eisenhower

• Why you love being a sales leader

  By Matt Smith  |  September 14, 2011

  Here's what's to love about running a sales organization: You control the shots.

• Leads vs. closing: Which matters more?

  By Matt Smith  |  September 4, 2011

  What's the bigger challenge for your sales team, finding leads or closing them?

• Advisors: Successful sales pipeline habits

  By Matt Smith  |  July 2, 2011

  If your average sales cycle is three months but you have proposed opportunities that are six to nine months old, the probability of closing those opportunities is almost zero.

• Ten Features Of A Successful Retirement Income Plan

  By Matt Smith  |  June 21, 2010

  People in or near retirement should have a clear and realistic plan to support their financial needs during retirement.