By

Shawn Karol Sandy
4th quarter sales push
The Holidays are about to roll in and roll over us in all their festive and glittery glory. It seems once we pass Turkey day, the remaining few weeks of the year pick up steam like a snowball rolling downhill. For business, that means we’re starting to think about wrapping things up this year, taking...
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Don't be a Turkey_Gobble up year end sales
Don’t slip into that Turkey Day slump just yet! While friends and family, celebrations, and personal reflection are all a significant part of the end of each year, this is still a critical time for business. For Business Owners and Decision Makers, there’s still much work to be done to make it to the end of the year. They...
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close sales faster
I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions – big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to – rather, they are small, natural communications...
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Did you send that lame just checking in email
I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the – “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m just checking in to...
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When is the last time a stranger surprised you? Made you stop in your tracks, jerked you out of your “zone” and piqued your interest? Every once in a GREAT while, I get a cold call from a sales pro that really makes me stop and listen for at least the first minute. The other...
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Are you blending into the sales herd?
Dear Salesperson, It’s time for a heart-to-heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a callback or response.” Many of you assume there is some sort...
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Find customers right under your nose
In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, “What is your biggest challenge in prospecting?” I thought the results were extremely interesting – and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers, those that responded...
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Tie your shoes and get in the sales game
At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life...
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A clear path to sales productivity
The question I ask sellers and business owners most often is, “What’s the biggest obstacle to where you are now and achieving your sales goals?” What does your gut tell you is the most popular response? What would YOU say? Here they are in descending order: 3rd most common response – “Better pricing/lower costs would...
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More prequalifying and less guessing in sales
In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think of all the thousands of...
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