Tag

Voicemail
11Afraid of being too pushy in sales
I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...
Read More
11The Kudzu Effect How do your sales messages stand out
Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You might recognize it as it...
Read More
11What'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
113 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
11Try 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
11Sellers 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...
Read More
11Hail Mary-Sales-Mentality
“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...
Read More
11Dear Salesperson: Your Sales Messages Are Crap - sales pro-email-cold call-voicemail-phone blitz-annoying-messages-communication
Dear Salesperson, It’s time for a heart to heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a call back or response.” Many of you assume there...
Read More
11Avoid the Summer Sales Meltdown
“Everyone’s on vacation”, “It’s too hot to get out and see a bunch of people”, “No one is making decisions right now” . . . Recognize these statements? They’re the little lies we tell ourselves because during these Dog Days of summer, we’re hot, we’re tired, and either trying to catch up from being on...
Read More
11Are you a giver or a taker in sales? Better Selling, Value, Helping Buy
If you run a business, you probably spend a lot of time “fending off”, or, at least ignoring crappy sales attempts – to be blunt. I say this with love for my profession of sales – which I’m obsessed with improving – as I too am now fending off crappy sales attempts. Though, they do...
Read More
The Pipeline

Recent Posts

Categories