What You’re NOT Measuring Is Hurting Your Sales Success
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Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners... Read More
These Outdated Sales Tactics Will Cost You Opportunities
Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see... Read More
How Do You Get Buyers’ Attention? Disrupt Their Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM.... Read More
Is Winging It Your Downfall?
Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls.... Read More
Sales Call Pushback – Turn it On Its Head
Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing... Read More
Selling IS Service
If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills … that really stinks. Maybe we should have a... Read More
How does REPETITION improve sales results?
Road tripping this weekend to a volleyball tournament, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds... Read More
Stop Wimpy Follow Up and Move Sales Opportunities Forward!
I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly.... Read More
Helping vs Selling: The Modern Sellers Creed
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their... Read More
5 Ways to Give Buyers a “Sneak Peek” of Working with You
It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get... Read More