Tag

Productivity
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...
Read More
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...
Read More
JUMP START NEW YEAR SALES
Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much use for making grand proclamations of my intent or magically thinking I’ll turn into someone who LOVES running, eating steamed broccoli, or clearing my pantry of every carb and sugar....
Read More
Guide to Client Gift Giving_ What NOT to give and 6 Great Ideas they'll love
If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as possible. Inevitably, the talk comes up about To Gift, or Not to Gift customers at this time of year. I have strong opinions about this and it goes like this...
Read More
The Sellout Show Sales Kickoff and Meeting Sheet
As we are in the throes of Pumpkin Spice Season (formerly called “fall” and “fourth quarter”), many of you are pushing hard to close out the year’s sales and have one eye on planning for next year too. For Sales Directors and Business Owners, this is that time where you start thinking of how to...
Read More
Design a Fantastic Sales Meeting
“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved into sessions...
Read More
beware of sour grapes salespeople
[gdlr_quote align=”center” ] Disparaging what one cannot obtain, as in The losers’ scorn for the award is pure Sour Grapes. This expression alludes to the Greek writer Aesop’s famous fable about a fox that cannot reach some grapes on a high vine and announces that they are sour. [/gdlr_quote] By nature, sellers are competitive. The best salespeople...
Read More
Networking burning cash for sellers and business owners
Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...
Read More
More Pre-Qualifying-Less Guessing-How Sellers Spend Their time
On a recent 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...
Read More
Clear the Path to more selling time - productivity-procrastination-excuses-distraction-discipline
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...
Read More
1 2
The Pipeline

Recent Posts

Categories