Tag

Prospecting
Can you score sales if you only play defense?
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that made quota has been there...
Read More
What's the ROI of your sales excuses?
Helping sellers build their super sales skills and moving sales teams to outperform their competition puts us squarely in a category to be “Challengers.” Our job is to challenge your status quo – to challenge your mindset, to change behaviors, and to inspire actions. This, as you can imagine, is received differently by people. Much...
Read More
Don't fold at this buyer pushback
It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word. “Naive” maybe? Of course, they already use someone else. Their need doesn’t usually fall into YOUR lap unless you’re strictly an inbound rep responding to inquiries or leads – which...
Read More
3 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...
Read More
Try this successful sales strategy lather rinse repeat
Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions. “For best results, Lather, Rinse, Repeat” This was actually one of my super successful sales mantras when I was a sales account executive in Television, Commercial Print, and Flexible Office Space....
Read More
Sales Training Mistakes Costing 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 proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...
Read More
Use Disruption in your Sales Messaging
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
Read More
Salespeople are not asking enough questions
I helped a friend out a few weeks ago. She has built a team of salespeople underneath her in a business that sells global products made by artisans paid fair wages and the organization commits the profits heavily to humanitarian efforts around the world as well. Her team members are NOT professionally trained salespeople, yet,...
Read More
I received an email the other day from a company letting me know my order had shipped. The message came from “customerlove@blahblahblah.com.” Not “info,” not “orders,” but “customer love.” That made me feel special. For two reasons: It always makes me happy to know when my package was shipped and when I can expect it....
Read More
Avoid the Sales Email Follow Up Flop
Probably one of the most frustrating scenarios in sales is when you have a conversation or exchange with a prospective customer, follow up with a brilliant email containing a meeting request, information, or pricing, et cetera … and then, NOTHING. Your Follow-Up FLOPPED! • Why didn’t they respond? • Why haven’t they replied? • I...
Read More
1 2 3 6
The Pipeline

Recent Posts

Categories