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The similarities between sales and dating are so uncanny that it almost becomes uncomfortable to talk about. The title alone could instantly spark your own idea based on your experiences, fears and successes. It’s tempting enough to even write a book on the comparison because it is so relatable that anyone who likely has dabbled...

Every business has its fundamentals; the pillars on which your products and services rest. Not many companies have these outlined because it is something they don’t understand. They mistake pillars for core promises to their customer or they feel the pillars are so basic they everyone must know what they are. Rarely is that the...

We have compared salespeople to cooks and their strategies to recipes and how your touches and customers are like your ingredients and the people who dine with you. But there are two more things a cook will need before she starts whipping up her secret sauce for a fantastic meal. You need to cook in...

We previously talked about how salespeople and their strategies are like cooks and their recipes. Check out this article for a refresher. We all know it takes more than just good salespeople and strategy to grow the top line just as there are a few things missing for the cook if he only has a...

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...