Managing and maintaining your sales pipeline is difficult. Trying to keep fresh opportunities to work on while servicing existing customers is more than a full time job. And yet, that is what is expected of us as salespeople. If we had our druthers, we would have a healthy book of business with happy customers that...
Author: Kassy Good
The 5 KPIs You Should Be Watching For Sales
There is a quote I really love when it comes to sales management, “You don’t get what you expect, you get what you inspect” from Louis V. Gerstner Jr. In fact, it has several applications across business, but let’s just stick with sales for now. Everyone wants a crystal ball to forecast sales, but it...
You Only Fail When You Quit
Sooner or later you need someone to encourage you to keep trying. In sales, that need occurs more often than any of us are willing to admit. The life of a sales person is high highs and low lows and hardly ever in the middle. That’s the life we chose and let it be so....
The Assumption Technique; When Hot Leads Turn Cold 🧊
There’s nothing worse than seeing what you felt was a sure thing in terms of a sale slowly drift away from you and into the land of wind and ghosts. 👻 What in the world happened?! You did everything right and the customer said all the right things, but now they won’t return your call....
Are Your Customers Cheating On You?
Have you ever met up with one of your customers only to find them holding the pen of one of your competitors? BUSTED! They were cheating on you and you feel your eyes turning red. “But wait,” the customer says, “I can explain.” Okay, perhaps it didn’t go down like a lovers quarrel, but for...
Selling On Friday Never Works
Now that I have your attention, let’s talk about the salesperson implied and perpetual 3 day weekend. You’re reading this because the title got your attention and either you A) agree and are looking to validate this argument with your boss or B) completely disagree and are enraged with such a bold claim. This topic...
Does Golf Still Matter in Sales?
If you’re reading this to get some tips on your swing, you’ll be disappointed. In fact, that’s the underlying theme of this article. I really enjoy golf, although I’m not great at it. They say that deals are made on the golf course, yet it seems to be falling out of favor lately in the...
They Won’t Buy What They Need, They Buy What They Want
People only buy two things: solutions to problems and things that make them feel good. It’s as simple as that. Unfortunately, modern sales training tells us that people only buy when there is pain and that is not true at all. Yes, pain does motivate a sale, and on its own can be an effective...
What’s Wrong With Asking For A Little Help?
Salespeople are a prideful bunch. So are their managers. We always love to act like everything is under control and very often this may be true. But what happens when things aren’t going so great. When is it time to ask for help? We don’t like to ask for help because it is a sign...
Do You Know Your Customer’s Code Of Ethics?
Every business is expected to have a set of rules and to play by those rules when it comes to our customers. We do our best to adopt a service-first business model where we will do anything for the sake of our customers. Customers are, of course, the lifeblood of our business so naturally, we...