How to Find Your Winning Sales Team
There are millions of great sellers out there in the marketplace. And yet sales VPs and business owners are always complaining to me their searches for strong candidates are coming …
Expanding Your Sales Force: The Pre‑Steps
When it’s time for sales leaders to create or grow their teams, I find most take this approach: Quickly place an ad Spread the word through a network of professional …
Use the S.A.L.E. Methodology to Counter Any Objection
We all face questions and objections from buyers. The key to creating a nonstop sales boom is in reframing these objections as simple conversation starters that lead towards a sale. …
Fire These Customers ImmediatelyNot All Clients Are Created Equal
And you shouldn’t be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. …
Prospects to Disqualify
Thinking back over 20 years of my sales career I’ve met five kinds of people whose behaviors lead me to believe I should disqualify a them as prospect forever. I …
Sales 3.0: Be Ubiquitous – Invest in Print Marketing
For the past few years, Sales 2.0 has been all the rage with its electronic approach to sales and marketing. We’ve been wrapped up with how low-cost and quick e-mail …
The Growth Picture: Addressable Market, Visibility & Closing
In my 14 years of consulting, I’ve rarely met a company that doesn’t want to grow. To be fair, there was one or two that couldn’t expand to new markets …
Seller Types, Implementation & Accountability: Why Sales Training Doesn’t Work, Part 2
In Part 1 of this series, we discussed how the willingness and ability of individual sellers have a direct impact on your company’s growth. And, that once you evaluate team …
Willingness & Ability: Why Sales Training Doesn’t Work, Part 1
In my experience, I’ve found most companies approach sales training the wrong way. This might sound surprising, but hear me out. When sellers consistently fail to meet growth targets, the …
Networking While Traveling: Part 2 – Prospects & Clients
Sellers nowadays are on the move. Those in B2B solution sales are hitting the road or hopping airplanes an average of one to two weeks each month for client meetings. …
Optimize Your Networking While Traveling: Part 1 – Tradeshows & Conferences
A top seller once told me an excellent story about networking at tradeshows. He arrived at an event, aimed at hospital workers, and spotted yoga on the list of extracurricular …
Know Your Ideal Client
You may have seen that Audi commercial featuring Star Trek actors Leonard Nimoy and Zachary Quinto. The “old-school” and “new-school” Spocks race their cars to the golf course ̶ Mercedes-Benz …
