Discipline
In my experience studying scores of both mediocre and successful sales people, I have discovered that the most reliable key to enduring success is discipline. Discipline to provide just a …
Avoiding the Top 10 Sales Mistakes
Industry experts and online faculty from the University of San Francisco tell you how to steer clear of common sales missteps that can hurt your numbers and ultimately stall your …
Voice Mail Interview
Recently my freind and fellow sales expert Art Sobczak’s interviewed me for his Platinum members. A summary of that call can be found on his blog. I thought you would enjoy …
… a couple more metrics to consider
I just thought of 4 more to share: How many lead sources do you have and are they each trending up or down Forecast accuracy Average transaction size Re – …
Sales Management by the Numbers….What do you think?
The other day I received this question / problem from a client and I thought you would love the chance to weigh in on what “Sales Manager X should do.” …
What Your Clients Really Want: The Key To Acknowledgement
Thanks to the judges at Top 10 Sales articles for making What Your Clients Really Want: The Key To Acknowledgement the winner of the week in August! I am …
Sales Falling Short? Nine Ways To Re-align your Sales Tactics: Part 1
Study after study has told us that only about 20% of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about …
Getting More Referrals – and More Business: QA with Colleen
The following was adapted from an interview conducted by Dan Walker, host of SalesRepRadio – a weekly podcast offering tips, best practices and expert advice for sales professionals across North …
Dealing with Gatekeepers
I often receive questions about what to do with Gatekeepers or admin assistants. First, let me be clear that I am not into suggesting anything manipulative, demeaning or tricky to “get …
What are your ideas for prospecting?
If you find prospecting for NET NEW business always slips to the bottom of your “To Do” list, here are 10 tips to help you ensure your sales funnel is …
Handling the Dreaded Price Objection:Q&A with Colleen Francis
The following was adapted from an interview conducted by Susan Anderson, host of SalesRepRadio – a weekly podcast offering tips, best practices and expert advice for sales professionals across North …
Selling is like Dating Part 2
A few months ago I posted about how sales is like dating . This week while on vacation and reading Cosmo, some new information was again revealed about how close …
