The sales team is one of the most difficult teams to manage in any organization, which is why many companies are now turning to a fractional sales manager to provide the necessary structure and expertise. There are way too many moving parts, and as a top sales training company, we know it is subject to...
Author: Kassy Good
What Do You Do With A Customer Who Is A Bully?
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
What To Do When Your Customer Is a Bully
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
Beware of the Comfort Zone
Are you comfortable? I’m not asking if you’re in your favorite chair right now, but are you following a routine that keeps you safe and happy? If so, good for you I suppose. If you have really found the key to your happiness and you have arrived at where you always wanted to be, then...
An Open Letter from an Aggressive Salesperson
I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart. His response was, “Hey, you are being aggressive.” Really? I was amused because I thought this light touch email campaign was slightly passive. At the...
Do You Understand the Sales Equation?
There are many elements that go into sales and to list them all would be overwhelming. That’s one of the reasons why so many of us struggle in our sales careers because we are all over the place looking for answers. The unfortunate thing is that is what we are taught by our managers, experts,...
The Yellow Brick Road of Prospecting
There can be nothing more daunting to a salesperson than to be handed a list of prospects to begin calling on. The list usually has hundreds of names and, at first glance, it looks like you have a mountain to climb. In some ways, it really is a mountain as you prepare to introduce yourself...
No Apologies For Prospecting
Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your co-workers in other departments, such as operation or finance, have to spend their time apologizing for doing their job? So why should you apologize for...
Small Fires Make Little Heat
A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard work of bringing in sales, no one else really has a job. So, it would stand to reason that a salesperson with a passion for...
Passing The Persistence Test
Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while others seem to slowly trudge along. Are the successful ones just having a run of good luck or possess exceptional skills? Maybe, but there has...