Two Strategies for Immediate Inside Sales Growth | Sales Strategies
Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.
Why Sales People Lie to their Clients
It’s said we are living in a post-truth world. While politicians today may be the single most untrusted profession, sales people are not far behind. Ask most people to describe …
The Forgotten Value in B2B Sales | Sales Strategies
If you’ve been on this website for more than 5 minutes, you know that I love to talk about value. I want you to start thinking about value in four different …
Don’t Be Passive with Testimonials!
Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or those 90 day programs that make you fit and healthy? …
I Dare You Not to Use Powerpoint | Sales Strategies
Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.
In Praise of Micromanagers
There’s no mistake in that headline: micromanaging is good. Really, good. In fact, it’s essential to success in sales. To understand why, let’s start with a story. A client of …
Account Management: The Missing Step | Sales Strategies
Many of you have read a lot of the work we’ve done on account management. But here’s what’s really critical about account management.
Facebook Live Video: Not Hearing Back From Prospects?
Not hearing back from prospects? Waiting by your phone, hoping it will ring? Being ghosted by prospects can be frustrating, but here’s what you can do about it.
What I’m Learning From My Work
Sales lessons are all around us. Often, I keep a keen eye out for new experiences, for the very purpose of sharing what I learned with you! Here are some …
Diversity: The Antidote to Adversity | Sales Strategies
There was an expression that I heard years ago from Alan Weiss, where he said, “Generalize and thrive.”
How to Frustrate Your Prospects
This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?
Your Online Reputation is Everything – Don’t Blow It
While this might seem obvious to you, recent events have compelled me to remind everyone in our community that in sales, your reputation is your most profitable asset. Yes, people …
