Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week, The Case for Activity Goals...
CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
The 10 Keys to an Effective Sales Hiring Process
Our friend and mentor Dave Kurlan - a top-rated speaker, best-selling author, sales thought leader...
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all...
Growing Your Sales Team On Purpose
Change is inevitable. Growth is intentional.
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is...
Golden Rule of Sales Leadership
Do you remember the golden rule you learned in 1st grade?
Are You Selling Price or Building the Case for Value?
Many sales people struggle with how to handle pricing objections because they fail to build the...
Customer 2.0 - Death of Your Sales Team?
When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many...
Building An Over-Achieving Sales Team - Relentless Prospecting
As a general rule I tell our sales force development clients that a new sales person should spend...
Building An Over-Achieving Sales Team - Outlook & Attitude
Take a moment to write down the last time you made a major purchase from someone you didn't like....
Sales Advice From Mr. Spock - Use Emotion Not Logic
Sales people who use logic to convince their prospects make selling a lot harder than it needs to...
Building An Over-Achieving Sales Team - Responsibility
Your ability to build an over-achieving sales team at your company is directly proportional to the...
Building An Over-Achieving Sales Team - Commitment
How committed is your sales team? Are they willing to go the extra mile? Will they do whatever it...
Increase Sales By Focusing Your Prospecting Efforts
When a sales person is struggling one of the first questions we ask is "how many people are on...
Sales Systems and Super Bowl Champions
What a great Super Bowl game last night! As a lifelong Green Bay Packers fan it was especially...
Building An Over-Achieving Sales Team - Passion for Sales
With so many business issues and challenges beyond your control, Presidents, CEOs, and business...
Building An Over-Achieving Sales Team
When it comes to growing your company, the list of business issues and challenges you cannot ...
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines...
Will Increasing Sales Increase Company Value?
What is your company worth?If you wanted to sell your company in 2011, what could you...
Proven Sales Growth Strategy for 2011
Hiring superior sales people is a proven sales strategy that can put your company on an entirely...
Cold Call Strategies – How to Overcome Your Sales Call Reluctance
Believe it or not, there are sales people who absolutely thrive on making cold calls. But for most...
2011 Sales Resolutions for Presidents, CEOs and Business Owners
It’s the first week of a brand new year and your “To Accomplish List” has already hit a second...
Sales Accountability Plan for 2011
In working with sales professionals for the past 21 years – as a business consultant and sales...
Year End Sales Focus – Mad Dash or Building Relationships?
Is your sales manager frantic this week or relaxed? Is your sales team focused on a final year-end...
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts...
Keeping Your Sales Role Balanced
Do you remember the last time you closed a big deal? Or maybe you closed two or three in a row, on...
Optimizing Your Strategic Alignment for Massive Growth in 2011
Ensuring your sales force is aligned with your strategies is imperative for massive growth. Start...
Optimizing Your Sales Management for Massive Growth in 2011
Your sales management team is critical to massive growth within your company. Now is the time to...
Optimizing Your Sales Force Selection Criteria for 2011
Ensuring you have the correct selection criteria for your sales force is imperative for massive in...
Optimize Your Sales Force by Mapping Your Sales Process
A clear sales process is key to optimizing your sales force in 2011. By mapping your sales process...
Optimizing Your Salesforce for 2011
Now is the key time to prepare for 2011 to ensure that you'll achieve your short-term revenue...
Sales Tips - Voicemail Strategies
Are you frustrated by voicemail? Do you ever feel like your sales calls are getting screened? If...
Optimize Your Sales Team for Massive Results in 2011
With graditude to Dave Kurlan and his team at Objective Management Group, let's talk about the...
What Is Your Sales Team Selling – Transactions or Relationships?
The next time you review your new accounts report with your Vice President of Sales, pick a few...
The 7 Devastating Sales Mistakes #7-Sales Managers Being Reactive Instead of Proactive
Sales managers often are so busy running around trying to fix existing problems that they forget to...
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the...
Crucial Step #1 For Hiring a Sales Person
Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what...
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready...
Are Your Sales Managers Controlling Their Emotions?
I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales...
How Much Should We Budget for Sales Training?
If you’re on a calendar year your VP of Sales is probably in the initial research phase of...
What do you look for when it comes to hiring a salesperson?
Listen as sales experts explain what they look for in a sales person. Part Two:
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent...
What do you look for when it comes to hiring a salesperson?
Listen as sales experts explain what they look for in a sales person. Part One:
Five Rules for Effective Sales Role Play
"Make Your Sales Managers Great Sales Coaches"
Are You Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the...
How Can You Get Customers To Not Focus On Price?
When a customer is just focused on price, what is one strategy you can do to get them to move off...
CEO Views on Sales
According to a recent study by SpencerStuart, the most common path executives take before becoming...
The 7 Devastating Sales Mistakes #6 - Hidden Weaknesses
Most sales managers overlook the devastating hidden weaknesses that are crippling their team. While...
Business Owners and CEOs – Does Patience Breed Mediocrity?
“Patience is a virtue, right?Too much patience is stupidity.”Lou Piniella, Cubs manager,...
What do you wish you knew that you know now?
What do you wish you knew that you know now?
Catch Them Being Good
My wife is a pre-school teacher and is always taking classes and reading articles on early...
Keep It Simple
I'm currently reading Switch by Chip Heath and Dan Heath, a best-selling business book looking at...
Cold Calling all Brian's and Kevin's
Yesterday, in celebration of St. Patrick's Day, my new sales person sorted his prospect list to...
The 7 Devastating Sales Mistakes #5 - Sales team strengths
Seven Devastating Sales Mistakes #5- Sales team strengths
The 7 Devastating Sales Mistakes #4 - Systems
Seven Devastating Sales Mistakes #4-Systems
The 7 Devastating Sales Mistakes #3 - Day to Day Activities
Seven Devastating Sales Mistakes #3-Day to Day Activities
The 7 Devastating Sales Mistakes #2 - Hiring mistakes
Seven Devastating Sales Mistake #2-Hiring Mistakes
The 7 Devastating Sales Mistakes: #1 - The right people
Seven Devastating Sales Mistakes #1-Finding the right people
Introduction to the 7 devastating sales mistakes
Introduction to the Seven Devastating Sales Mistakes:
Year End Closing Tactics
First, all of these suggestions assume you have a "closable" opportunity. That means you've...
Be Grateful for Tough Objections
My youngest daughter is learning how to read and everything clicked this week. It's really...
Investing in Your Professional Development
The average auto mechanic in America earns a median income of $38,000 and spends approximately $120...
Sales Management – Toughest Job in the World
It's difficult to imagine a position that can have a greater impact on the growth of a company. And...
Are you committed to sales success?
Sales success is something every sales person is striving for. But in an environment where the...
How LinkedIn Is Changing My Business
Six weeks ago I was as big of a “social media” skeptic as you could find. Even though I had used...
Meet the Sales Expert
For those of you that missed Intelligent Conversations' President, Mike Carroll on Global Talk...
Are You Missing this Sales Secret?
Why do some sales professionals convert more business than others? What do they do in their sales...
Successful Prospecting
I missed my anniversary! On June 2, 2007 I wrote my first post for my B2B Sales Blog. And over the...
Responses: Successful Prospecting
This week we began a conversation around successful prospecting. As part of that conversation, we...
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify...
The Four Hidden Truths of Successful Closing
What could be more important than closing the sale?All of the cold calls, meetings,...
Turning Leads Into Prospects
The best way to turn leads into prospects is to help them identify compelling reasons to change....
Hiring Sales Superstars
There may never be a better time to upgrade the talent on your sales team. And yet, many companies...
10 Ways to Fill Up Your Sales Pipeline (without Cold Calling)
I saw a great presentation from Chet Holmes, author of The Ultimate Sales Machine, at the Gazelles...
Delayed Closings In Pipeline
The current economic environment creates the perfect opportunity for prospective customers to press...
Living Above The Line
As I was rereading Bradley Sugars book, “Instant Systems" I revisited a topic that often gets...