Non-Sellers Are Key to Improving Sales | Sales Strategies
We recently experienced great success with our sales training programs. The customers involved received up to 200 to 400 percent return on investment just a few short months after the …
Managing Change is the Secret to Unlocking Value | Sales Strategies
When we’re making a sale, we’re asking someone to make a change—a change in business, strategy, software, people, or products. However, more importantly, change is difficult. If you start thinking …
Reconsider Your Right Turns
It’s the thing you always do because it worked before. Much like the delivery person whose route over the years has consisted of taking as many right turns as possible …
Over-Communicate Your Way to Increased Sales | Sales Strategies
Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good …
Use Team Selling to Fend Off the Competition | Sales Strategies
Years ago, I had a client based in Northern Europe and they were a ships services company. Their sales VP told me, “Colleen, we have a long and proud history …
I Can’t Fix YOU
I’ve stopped more than one CEO in their tracks when I’ve heard them utter this phrase: “I need you to fix a sales problem I have.” Doing the fixing is …
I Have No Patience for Reps Who Don’t Use CRM | Sales Strategies
I was recently with a group of sales leaders and one of them admitted that he had sales reps who didn’t use CRM. And this sales leader was from a …
Not Taking Time Off Is a Warning Sign | Sales Strategies
I was recently talking to a sales rep who told me he had not taken a vacation in 5 years. I could tell by the tone of his voice that …
How to Reduce Turnover
It’s impossible to create a non-stop sales boom in your organization with a high turnover rate. Have you thought about how to reduce it on your sales team?
Proactively Managing Your Team’s Talent | Sales Strategies
Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced. Additionally, another reason for a sales team’s poor …
Going Beyond Traditional Relationship Selling | Sales Strategies
Most of my clients are in traditional businesses: commodities, manufacturing, aerospace, and finance. Businesses and business reps that have a long history in the market have been successful because of …
What If You Lost Your Biggest Customer? | Sales Strategies
I recently talked to a CEO whose sales were down $16 million. That represented a 20% decrease from the prior year. Thus, they were concerned. I asked him, “What would …
