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All
  • All
  • Business Analysis
  • Marketing
  • Posts
  • Sales Coaching
  • Sales Management
  • Sales Training
  • Strategy Planning
  • Uncategorized
Marketing

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. …

Business Analysis

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 …

Marketing

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 …

Marketing

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 …

Marketing

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 …

Marketing

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 …

Marketing

Getting Punched in the Face? Cold Calling & Rejection

Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be …

Marketing

Building Up The Nerve To Cold Call

Let’s face it, you can only run from cold calling as a salesperson for so long. If you managed to be successful without it, chances are it is because someone …

Posts

Close the Deal or Walk Away

Sometimes it is hard for a salesperson to know if they should close the deal or walk away from it. You have arrived at the moment of truth and it …

Posts

Dealing With A Tricky Sales Objection: The H.E.L.P. Method

Don’t you just love it when a customer throws you a curveball during a sale? Something that really takes you off course and keeps you from your sales process. We …

Posts

The 3 Truths About Sales Objections

If you are like most salespeople, you do not like any sales objections. On the one hand, who could blame you. It would be nice to have every sale be …

Sales Coaching

Planting the Seeds of Success or Doubt?

If we reap what we sow, then why aren’t we more careful about the seeds we choose to plant? As salespeople, it seems simple enough that we should scatter our …

Business Analysis

What Keeps a Salesperson from Being Great?

Most people want to be great at what they do, and if they don’t want to be great, it makes you wonder why they want to even do it at …

Sales Management

The Parable Of The Fruit Pickers

Salespeople like stories, yes? Here is a fun little parable about the 3 fruit pickers, and it goes something like this. There once was an orchard filled with beautiful ripe …

Business Analysis

A Cure For Sales Report Headaches

Sales reports. Do you feel a headache coming on? Do you feel fatigued? Sudden loss of appetite? Shortness of breath, and so forth? That seems to happen to everyone from …

Business Analysis

I Heard A Rumor About You 📢

Your sales team sure is a talkative bunch; especially when you’re not around. The role of a sales manager is one of the most difficult ones in the organization. You …

Business Analysis

Does Success Sabotage Your Pipeline?

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 …

Business Analysis

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 …