Quarterly Business Reviews Aren’t Just for Clients | Sales Strategies
Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key …
Could Your Sales Team Need to Break Down?
Your sales team could be too isolated! A couple of years ago, I was working with an organization and we brought their entire sales team together in one room. One …
Put Your Value Statements to the Test | Sales Strategies
Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer.
3 Warning Signs of Who NOT to Hire | Sales Strategies
Today, we’re going to go over three tips that will help you in your interview process so you know which candidates you shouldn’t hire.
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!
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 …
Top Sellers Don’t Need to be Team Players | Sales Strategies
Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner …
Turnover Above 20% is Killing Your Sales | Sales Strategies
Turnover, specifically sales turnover, hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.
A Smarter Way to do Loss Analysis | Sales Strategies
Most companies take a reactive approach to client retention and that is the wrong way to think about this issue.
(Lack of) Speed Kills Sales | Sales Tips
This year, my team and I have had the pleasure of working on some really interesting projects.
Don’t Wait for Perfection | Sales Tips
In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event. I was recently at an …
Learning While Doing: Your Secret Weapon | Sales Tips
I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing. So, what exactly …
