Author: Kassy Good

Understanding the different roles involved with sales is a lot like understanding how to operate a kitchen in a restaurant. This can be a useful way to look at sales teams when trying to understand what is, and is not, working. If things are going awry with your sales results, one of the first places...

The world really is a wonderful place ripe with experiences and opportunities. Every action and decision we make will do one of three things. It can make the world better, worse, or perhaps it is neutral with no real impact (debatable). Every decision we make should go through this filtering process; will this make something...

Salespeople are always searching for the “secret sauce” to sales. We get distracted by shiny new technology, better CRM software, the latest app or networking group. These are all good items to have in the sales pantry and can streamline a sales process or provide new opportunities. How about digital marketing? Surely social media, SEO,...

Salespeople make a lot of assumptions about their book of business and tend to paint a rosier picture about how their clients perform in terms of actual sales dollars. Salespeople love to give their customers the benefit of the doubt because in the eyes of the salesperson, their paycheck depends on it. In fact, when...

Some people have a hard time understanding that there is a high level of predictability in sales at all levels. You may believe that it is the luck of the draw and that it is at the mercy of market conditions. Although those factors do come into play, the biggest variable is you. We may...

Our sales pipeline is the life force that creates and sustains our income as salespeople. Our companies are counting on us to bring new accounts into production while, in many cases, we are expected to maintain existing clients. Keeping a pipeline flowing with new business comes easier to some than it does others. A lot...

A sales pipeline, in the easiest of terms, is the raw product that we as salespeople put into our sales factory to create revenue and profit for the company and income for ourselves. How your sales factory processes this raw material is your sales activity. But how in tune are you really to your sales...

Aaron’s Answer: Some people really continue to believe strongly in route marketing. That is, you make so many stops a day in a territory every day, every week, every month. You knock on the same doors with the same message while dropping off the same brochure. If you’re lucky, you may be allowed to drop...

I’m great at making the pitch, but I struggle with the objections. How can I be more prepared?  Many salespeople struggle with objections, and for good reason. They are a deliberate and natural barrier that can keep us from achieving our goals. There are a few reasons why objections toss us off of our stumps....