Sales Leap Every Year!

    by Mike Carroll on Tue, Feb 28, 2012 @ 06:02 AM

    What would your revenue look like if your sales team had one extra day to sell every year?  This year we get a bonus "leap...

    Sales Focus - The $2,000 Cup of Coffee

    by Mike Carroll on Tue, Feb 7, 2012 @ 07:02 AM

    My friend and client Bob Scherer took an exercise I had given to his sales team one step further and it's absolutely...

    Focus on Sales Process, Not Outcomes

    by Mike Carroll on Tue, Jan 31, 2012 @ 07:01 AM

    I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the movie).  Great book with lots...

    Effective Sales Listening

    by Danielle LaVigne on Wed, Aug 3, 2011 @ 08:08 AM

    The first thing a sales person needs to do to listen more effectively is to stop talking. We've all heard the phrase "We...
    Many sales people struggle with how to handle pricing objections because they fail to build the case for making an...

    Customer 2.0 - Death of Your Sales Team?

    by Mike Carroll on Sat, Apr 16, 2011 @ 12:04 PM

    When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many executives walked away...

    As a general rule I tell our sales force development clients that a new sales person should spend at least four (4) hours...

    Sales people who use logic to convince their prospects make selling a lot harder than it needs to be.  Mr. Spock might have...
    When a sales person is struggling one of the first questions we ask is "how many people are on your target prospect list?" ...

    Sales Systems and Super Bowl Champions

    by Danielle LaVigne on Mon, Feb 7, 2011 @ 09:02 AM

    What a great Super Bowl game last night!  As a lifelong Green Bay Packers fan it was especially sweet.    Do you think the...