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Sales Tools
WHO DO YOU HIRE to sell
With the age of the internet, we’ve all become self-diagnosing doctors with medical degrees from “Google”, right? We are able to search out our symptoms and try to self-medicate, self-prescribe . . . maybe even self-destruct. When we finally seek out medical help we’ve either worked ourselves into a tizzy about the “worst case scenario” possibilities...
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Sellers should send that happy thanksgiving email
We’re very close to Thanksgiving and all those Holiday traditions that signal the slowdown of business and preparation for the next year. I know you’re thinking Cranberry Sauce and Mashed Potatoes but hold up – there’s still some really important work to do! This time of year, I’m usually writing about year-end strategies to keep...
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research and FU - your follow up process is critical in sales
I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a client’s office and discussing his sales process, he wrote on his whiteboard: “Prospecting: *Research *Call/Connect *FU” He immediately realized his abbreviation for “Follow Up” looked like a particularly nasty insult...
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THERE ARE NO MAGIC SALES BEANS
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...
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The power of repetition
Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs she knew – as in...
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Be Wary of GROSS Sales Advice
Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is very strong and I give it freely – as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with you. There is...
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High Intensity Interval Selling
Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest selling activity: prospecting, pre-qualifying, meetings, et cetera. For Account Executives or Account Managers, making time for Business Development can be incredibly tough with all they have to get done in...
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Top 4 Sales Challenges
What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...
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Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base. Everything is on hold. The...
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Making the transition from FIELD SALES to Work At Home Inside Sales
So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...
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