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...
Re-framing Pricing Conversations
Salespeople run into many common challenges and a difficult one to artfully overcome is the pricing...
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...
Two Great Sales Lessons From the Film Free Solo
A few weeks ago I was flying across the country, and was able to watch the Oscar-winning film Free...
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...
Looking Back to Look Forward – Six Exercises to Help Develop Your 2015 Sales Plan
This is usually the time of year when I write a “Year End Sales Strategies” blog post outlining...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her...
What Do Driving Instruction and Sales Coaching Have in Common?
My middle daughter just got her learners permit, so I’ve been spending a lot of terrifying time in...
When Sales People Give Up Too Early or Celebrate Too Soon
The beauty of having an effective sales process is that it creates a level of consistency and...
Prospecting for Sales Appointments Is Not Dead
Inbound marketing is a wonderful tool. We have added material regarding how to handle inbound...
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...
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...
Are Your Sales People Selling Beyond Their Comfort Zone?
In our consulting practice, we’ve been running a lot of “must win” deal workshops with our...
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 - 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...
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...
Are Your Boring Sales Meetings Driving Growth and Change?
How effective are your sales managers at running a good sales meeting? How engaged are your top ...
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...
Is Selling More Difficult Today?
If you’re like many of the CEOs, Business Owners and Presidents we work with, one of your key...
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 Vision - Gap Between What Is/hat 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...
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is...
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...
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...
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...
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines...
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...
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...