Write a Letter. Create More Sales.
Do you ever wonder what happened to good old-fashioned handwritten letters? Although communication tools like email have become the norm and have eliminated most practical uses for handwritten letters, it seems as …
How to Handle Poor Sales 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 …
The Right And Wrong Ways To Ask For Referrals
It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it …
Sales Success in Slow Markets!
Is your market slowing down? Be sure not to get caught up in a “slow down” mindset! While most salespeople will complain about the market, the successful salespeople will be …
What Are Corporate Silos And How Do We Break Them Down
While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the silo …
The Easiest Way to Lose Sales!
How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy …
Sales Goal S.A.S.S. (Stupid Ass Sales Strategies)
In our recent Sales Leader Webcast my guest Tim Welch, Managing Director for Grand and Toy stated (correctly) that leaders and seller’s goals and compensation must be aligned so that …
Sales Tip: Taking Stock of Your Sales Situation
When you’re doing the same thing day in and day out, it’s easy to get complacent. It’s time to take stock of where you are, and make adjustments now. Pick …
Is it Time for a Check-up?
Your sales process could be out of date or prone to more errors than you think. Recently, I worked with a sales VP who was looking to retool their entire …
How Do We Establish A Hiring Profile
Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion. In today’s podcast …
Choose More Sales!
You may be familiar with the salesperson who claims they’re stuck, or complains that things don’t go their way. It’s the individual who never takes accountability for their own actions …
Developing A Sales Team Culture
Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of …
