So, what kind of mood have you been in lately? Have you been a cheery cherry bouncing from one rainbow to the next ray of sunshine? Or have you been a grumpy lump riding around on the fussy bus? Moods come and go for most of us, but our attitude is the general predisposition that...
Category: Uncategorized
Being Better Doesn’t Always Win Sales
If you’re like me, you believe that you and your company are the best. Hey, I believe you. Good for you. We should all feel so proud about what we do and what we offer. Unfortunately, your competitors are saying the same thing about themselves. Yup, apparently they are the best too. Apparently, there is...
When Clients Go Silent – The Capitulation Method
Is silence a surrender or a capitulation? It can be when you are dealing with a client who has suddenly gone quiet with their communication. Nothing makes a salesperson more paranoid than a client who suddenly goes silent and stops communicating. I’m not saying that you’re the jealous type, but when it comes to sales,...
What Do You Do With a Non-Compliant Salesperson?
Why can’t some salespeople just do what you ask them to do? Is it really so hard!? Seriously, just document the information as we showed you, turn your reports in on time, show up to the sales meetings like you are supposed to and everything will be just fine. This is worse than herding cats....
Do You Have a Great Sales Compensation Plan? 💲
It is no secret that most sales managers and owners struggle to find a great sales compensation plan for the sales team. Quite often these discussions lead to analysis paralysis as proposed changes to the comp plan can create even more questions and what-if scenarios. To be sure, salespeople and leadership do not think alike...
Is the New Salesperson Going to Make It❓
Their resume looked great, they interviewed well and you can see that the new salesperson that was hired is going to be a great fit in the company. The courting was fun and the honeymoon is now over. So here comes the big question, is the new salesperson actually going to be successful. It is...
What Do You Do With A Customer Who Is A Bully?
I don’t like jerks any more than you do, and still, they exist. Do they even know that they are jerks? Do they even care? Why are there so many of them? Why are some of them trying to be my customer? How do I go about handling difficult customers? To be clear, I am...
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 salespeople, managers, CFOs and owners. Like so many other reports, it is difficult to read and you may or may not like what the report...
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 great at it. They say that deals are made on the golf course, yet it seems to be falling out of favor lately in the...
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 model where we will do anything for the sake of our customers. Customers are, of course, the lifeblood of our business so naturally, we...