The Importance of Questions
Just as salespeople can easily get wrapped around the gears of talking about features and benefits,...
Posts about sales process
Psyched to Sell
How excited is your sales team? How passionate are they about your product or service? There's...
Sales Process Vs. Sales Methodology
How consistent is your sales process? Does every sales person understand what they need to do to...
Remote Selling In Era of 'Social Distancing'
Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely.
...
Goals-Based Coaching
Do your sales leaders keep it simple when it comes to setting goals for their team? One of the...
Is This Sales Blind Spot Impacting Your High Performers?
Busy, highly-productive sales people move at a different pace. They generate more activity. They...
Is Your Sales Forecast Giving You A False Sense of Security?
How many people in your sales department would enthusiastically endorse your Customer Relationship...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her...
Ask Questions to Ensure Your Sales Team is Slowing Down
Last week we took a look at how you and your sales teams can improve on their effective listening...
Planning For 2014: 5 Things CEOs Must Focus On To Improve Sales
It’s the time of year when we take stock of where we are, and make plans for where we want to go....
Building a Profitable Sales Process – Client Onboarding
In our previous article in this series on Building a Profitable Sales Process, we discussed the...
Building a Profitable Sales Process - Asking for the Business
Continuing our series on Building a Profitable Sales Process, this post will address step 9 -...
Building a Profitable Sales Process - Qualify the Opportunity
Here's a radical idea - let's have your sales team qualify opportunities before you prepare a...
Building a Profitable Sales Process - Make Every Appointment Count
All of the work your sales people are doing at the front of the sales process (identifying the...
Building a Profitable Sales Process - Making Initial Contact
Continuing our series on 10 Steps to Building a Profitable Sales Process, this post will address...
Building a Profitable Sales Process - Know Your Target
The first step in building a profitable sales process is to decide where to focus the prospecting...
10 Steps to Building a Profitable Sales Process
Nearly every CEO we meet with struggles when we ask "Tell us about your sales process." If you...
Four Ideas to Shorten Your Sales Cycles and Keep Things on Track
One of the more common frustrations I hear when talking with Presidents, CEOs and Business Owners...
Does Your Sales Team Have Consultative Selling Skills?
Our last article discussed how sales has changed over the past few years, why selling is so much...
Free Sales Seminar - The Ultimate Sales Call
There are only a few seats remaining for our upcoming free seminar, "The Ultimate Sales Call, Five...
Harvard Study Explains Why Sales People Talk Too Much
An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much." It...
Top 5 Mistakes Your VP of Sales Makes at Trade Shows
If you are the person who signs the checks (the President, CEO or business owner) for all of the...
Sales Leap Every Year!
What would your revenue look like if your sales team had one extra day to sell every year? This...
Focus on Sales Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the...
Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week, The Case for Activity Goals...
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is...
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 - 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...
Will Increasing Sales Increase Company Value?
What is your company worth?If you wanted to sell your company in 2011, what could you...
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...
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...
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...
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...
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...
Are You Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the...
What do you wish you knew that you know now?
What do you wish you knew that you know now?
Keep It Simple
I'm currently reading Switch by Chip Heath and Dan Heath, a best-selling business book looking at...
Year End Closing Tactics
First, all of these suggestions assume you have a "closable" opportunity. That means you've...
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,...