Put a Stop to Overselling!
It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients …
Is This Fear Sabotaging Your Success?
This common error costs more sales than most sales leaders are willing to admit. Here’s the thing, you could possess the most talented sales team in the world, equipped with sales …
Is This Problem Causing Your Team to Struggle?
We can discuss sales strategies, ideas, tips and methods to no end. However, at times even the best salesperson struggles to achieve results not because of a weak strategy, but …
How to Get Past Gatekeepers
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend. In my latest workshops and training working with top sales performers, one issue that …
Before You Promote Your Best Seller, Know This!
A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not. Leaders must be team players. Why? Because …
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 …
Getting Results from Poor Performers
It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders …
Speed Up Sales by Slowing Them Down
You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase. That is, after completing a needs analysis, the deals …
Are You Creating Sales Dysfunction?
Is your organization creating sales dysfunction without even knowing it? I was coaching a sales executive recently and discovered that the company sets goals based on a September 1st FY …
Fire These Clients…Now!
I have to be really blunt here. You’re not going to make 2018 “your year” in sales if you’re still holding on to clients that are doing nothing more than …
Conversations vs. Combat
Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and …
The Reason Your Reps are Selling Less
If you’re a loyal reader of this blog, you’re probably aware I don’t believe that sales need to slow down just because a market does. Are you noticing your team …
