Do This Before Setting Sales Goals
We are now in the second quarter of the year! Didn’t we just ring in the new year? By now, either you’re making steady progress towards your sales goals for …
Customer Experiences in Japan: Right On The Money
Chris and I are working on an interesting project helping a client provide transformation technology to the hospitality industry. We recently spent a week in Japan, a country known for their …
2 Quick Ways to Step Up Your Sales Game
The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – …
How to Create Consistent Sales Results
Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me …
Are You Having the Wrong Sales Conversation?
When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s …
Are You A Closer?
Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you …
This Sales Skill Will Solve Your Problems
Want to accelerate your sales this year, but unsure which sales skill to make a priority and develop among your sales reps? If I had to choose one to suggest …
How to Find Top Talent For Your Organization
Get creative. That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Far too many leaders stick to the same old, …
Are You Tracking Your Growth Clients?
How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should …
The Best Commission You Can Provide
When professionals in virtually every industry think about “compensation” – especially when it comes to structuring compensation plans, rarely is anything but a dollar sign considered. Yet, there’s another powerful …
Air Travel for Business: Where Carriers Get it Wrong
Like many professional sellers, I travel all the time. Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is …
Do Your Emails Measure Up?
Response rates are critical in sales. After all, if you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a …
