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

Sales Coaching

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 …

Marketing

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. …

Business Analysis

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 …

Marketing

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) …

Uncategorized

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 …

Marketing

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 …

Marketing

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 …

Marketing

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 Analysis

Never Lower Your Price Until You Ask Twice

Customers will make their purchasing decision based on price if they perceive no other value. This is an old sales truth that will never change. A major part of our …

Marketing

5 Techniques to Get Customers To Pay More

What makes a customer willing to pay more for a product or service when much of the buying criteria seem identical? Assuming all things equal, customer purchase behavior can sometimes …

Business Analysis

6 Reasons Good Salespeople Stop Reaching Their Goals

Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that …

Sales Management

5 Ways to Fix Your Leaky Pipeline

A salesperson without a pipeline is like a farmer without seeds; that said, he’s not much of a farmer. Most salespeople understand the need for a healthy and robust pipeline …

Business Analysis

Never Lower Your Price Until You Ask Twice

When I ask salespeople what their most common and least favorite sales objection is, more often than not it has something to do with a price objection. That makes sense …