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
New Year, New Focus? Improving Sales and Revenue …
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is... 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These Outdated Sales Tactics Will Cost You Opportunities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
Is Prospecting “Swinging for the Fences”?
The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow... Read More
AVOID MISSED SALES OPPORTUNITIES WITH CURRENT CUSTOMERS
My agile, fit, 70-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a... Read More
Flip the Script on Sales Negotiations
How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension... Read More
Confusing Cost for Price can be a big mistake when selling to customers.
A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the... 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