Do People Still Buy From People?
Yes, selling is still a people business. Too many organizations though are acting like they’re living in the stone age. You need to know how to modernize your approach and …
Increase Prospect Contacts Without Stalking | Sales Strategies
A few weeks ago, I was facilitating a group of top performers. This is a group of sellers who single-handedly help the company meet their goals. It’s wonderful to work …
More People Than You Think Are Involved | Sales Strategies
When I facilitate a workshop with a group of sellers, we inevitably start talking about all the different ways that you can communicate with clients. There’s social media, email, Zoom, Skype, …
Cold Calling is Dead
It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it.
Confidence: How to Build It in 3 Easy Steps | Sales Strategies
Last week, we talked about being nice, staying focused and getting to work and I mentioned that being nice was so important because people do business with people that are …
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. …
Today’s Top 10 Sales Lessons
This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas. In fact, the image embedded to this blog post …
Creating a Leader versus Promoting a Seller
I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. …
The Weakest Part of the Sales Cycle | Sales Strategies
Today, we’re going to focus on closing. This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close.
Never Ending Value, Evergreen Relationships, Lifelong Business with Alan Weiss
Join Alan Weiss and myself for this unique 1.5 day experience that will totally engage you in: Finding and landing ideal clients which possess huge potential for you Chalking up …
How to Answer “How Much?” | Sales Strategies
Today, we’re going to talk about value and specifically selling value instead of price. If I had to guess, 75% of the times that I’m in front of an audience, the …
Notes from the Front Line: Sales Manager Excellence
When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff …
