Tag

Sales Process
I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made them think –...
Read More
Do you LOVE your customers_
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 made me happy to know when my package was shipped and when I can expect it. It...
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 talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales team and you’re looking...
Read More
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...
Read More
Inspiration to UP your Sales Referral Game
Sometimes hard problems CAN have easy answers. Well, “simple” perhaps, because it requires effort and work. Sometimes, as an Account Executive or Business Development Rep, the grind of prospecting and pipelining new opportunities made me feel like Fred Baker from those old Dunkin’ Donuts commercials where he zombies about saying, “Time to make the donuts.”...
Read More
Winning vs improvement - which is your goal?
If you asked 10 Sales Pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or “Make my quota and bonus.” I like the “eye on the prize” mentality but question those answers as goals. They are outcomes. They are results. Similar to the name of...
Read More
The power of repetition in Sales? Memory and Recall
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 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 well enough...
Read More
Don't just follow up ... Move it 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. They’re soundbites that are recurring in most of our training sessions – that after a while, my sellers can repeat them back to me like audience members that know the...
Read More
How to Avoid Perpetual Prospecting Burnout
Every December in Memphis, TN, thousands of people descend upon downtown to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k, half, or full marathon and raise funds to support the mission, research, and children of St. Jude. This year’s marathon weekend raised a whopping $10.3 MILLION dollars! It’s quite an...
Read More
The Modern Sellers Creed_Helping vs Selling
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 new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...
Read More
1 2 3 4 9
The Pipeline

Recent Posts

Categories