You can lose a lot of time as a salesperson trying to find the right person to talk to in a company. There are a lot of barriers, hurdles, and hoops to work through to find a decision maker and sometimes we find out too late that we were pursuing the wrong person all along....
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Getting More Client Referrals – A 5 Step Process
What’s better than getting a quality referral from one of your happy customers or associates? Seriously. It gives you more business opportunities, it solidifies the relationship you have with the person that referred you, and, golly, it just feels really good. If referrals are a home run in every way, then why aren’t we deliberate...
Getting Out of a Sales Slump
Sooner or later we all have a run of bad luck when it comes to our sales. If you are in that rut right now, my heart is truly with you. It’s just not a fun place to be. There is a lot of anxiety that comes with the uncertainty of sales; especially when your...
A Customer Escalation Policy for Salespeople
One of the biggest challenges for a salesperson is having a company, team, and process that backs up the promises they make. Sooner or later as a salesperson you will encounter a situation where you created an expectation with a customer only to find that production cannot or will not meet those expectations. This can...
Nepotism: There’s A Family Member On Your Sales Team 😨
You heard a rumor last week from someone in management that the boss’s son may be added to your team. Perhaps he is new to the company or maybe he is transferring from another department, but whatever the case, whenever the bottle stopped spinning it was pointing at you. The next thing you know the...
Change is Not a Pass/Fail Test
Here’s the story. Management comes up with a great idea. Management is excited. They impress it upon the sales team. The sales team is not as excited. The new idea starts strong for about 2 or 4 weeks. Resistance, inattention, and forgetfulness find the new idea fading. In 3 months, the idea is forgotten, ignored,...
Accountability: Micromanagement’s Less Hated Brother
No one likes to work with the feeling that they constantly have to look over their shoulder to see who is watching. Even worse, the thought of being micromanaged brews up disgust in the pits of our stomachs. Accountability is micromanagement’s less hated brother. Most people don’t like either of the two, but if you...
Power Up Your Sales Culture in 30 Minutes
What’s the difference between managing a sales team and managing a sales culture? A sales team starts with managing a process and a sales culture starts with managing yourself. Which do you think is easier? That answer can vary depending on your past experiences, suffice to say that self control isn’t easy for most people....
Small, Meaningful Habits Compound into Big Results
If you haven’t already heard, compounding is the key to successful financial investment. Did you know that the same is also true for successful selling? Actually, it’s true for almost anything that involves a repeated habit. The more you do something over and over again, the greater the chance that, over time, you will start...
Begging for Change
Forgive me. I am a big believer in dad jokes and puns, and this topic makes it too easy. Begging for change is something you usually see on the streets and not in the office. Both literally and figuratively. Now, like most puns and dad jokes, neither situation is very funny when it comes to...