Reduce Labor, Increase Sales
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. …
3 Bullet-Proof Objection Handling Techniques | Sales Strategies
A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle …
The Biggest Qualification Flaw
Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit …
Get Real in 2018
Like many sellers, you’re wrapping up your fiscal year soon, so it’s time to close-out your year strong. Now, more than ever, it’s time to get real about your sales: …
Get Rid Of The Fake News In Your Pipeline | Sales Strategies
I want to focus on what’s on the top of my mind, which is the end of the year for many of my clients. Right now, we’re moving towards the …
When to Fire a Seller
Firing people is never pleasant. Regardless of your personal relationship with an individual, in a business environment, if a seller is doing more damage than good, it’s time to think …
Sales Travel Lessons – November 2017
This year has been the year of international travel for me. As I write this I’m on my last overseas trip for the year, kicking off a new project in France. …
Sales Geek Hero: Activated!
In my previous article, I talked about why you must embrace your inner sales geek. Now, let’s talk about what happens next after you start working skillfully with the numbers …
Sometimes It’s OK Not to Grow | Sales Strategies
Today, I really want to focus on sales leaders for this strategy. Specifically, any sales leader who has a team who needs to set targets or an individual who sets …
Why Cold Calling Doesn’t Work
There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting …
4 Tips to Surviving Year-End | Sales Strategies
It’s that time of year again. How do we finish the year strong and at the same time, how do we start ramping up for next year?
Your Sales Team: Willingness vs. Ability
Identifying willingness vs. ability is knowing how to separate your sloths from your stars and helps you get informed about the deadweight on your team!
