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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. …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …