The Importance of Questions
Just as salespeople can easily get wrapped around the gears of talking about features and benefits,...
Posts about sales techniques
Coaching to Reach Decision Makers
It is obvious that more sales will happen if your team starts the conversation with people who have...
Psyched to Sell
How excited is your sales team? How passionate are they about your product or service? There's...
Cost Per Opportunity
As the old saying goes, management gets what management measures. What would happen if you put some...
Remote Selling In Era of 'Social Distancing'
Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely.
...
Self Limiting Beliefs in Sales and How to Coach Through Them
One of the common stumbling blocks we see holding salespeople back is self-limiting beliefs that...
Creating a Client Scorecard
We have been working with a lot of our middle market clients lately on implementing or refining...
Living in the Land of Ahs
One of the things that absolutely destroys sales is when the buyer perceives a lack of confidence...
What Makes Your Sales Team Likable, Knowledgeable, and Memorable
Salespeople and sales leaders often ask us: "What can I do to stand out?" This is particularly...
Wanted – Humble Sales People
One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between...
Leveraging Sales Enablement Practices that Drive Performance
How much focus do your sales managers put on conversation speed and tonality when they coach their...
Keeping Your Sales Team Focused through Goals-Based Coaching
As a follow up to our recent post “Is Your Sales Forecast Giving You a False Sense of Security” I...
A Practical Story About Effective Sales Listening
I’d like to share a personal sales story to illustrate an issue we often see in our coaching...
Why Your Sales People Fail to Listen Effectively
I love this cartoon because it is so true. The more you listen the more you sell. How effective...
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...
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." ...
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 Vision - Gap Between What Is/What Could Be
Here's another excellent Ted Talk with an important lesson for your sales team. In this 18-minute...
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all...
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...
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...
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,...
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...
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...
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...
What do you wish you knew that you know now?
What do you wish you knew that you know now?
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: #1 - The right people
Seven Devastating Sales Mistakes #1-Finding the right people