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Call me a prude if you will, but I’ve had it with sellers who are totally clueless that they’re going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

Could you possibly be guilty of this promiscuous behavior? Read More

Why do sales people have such an intense desire to do things their own way?

Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in? Read More

Everyone has heard the mantra, “listen first” when considering your social media strategy. When we talk about social media and sales we have to take one more step–research what to listen to. Otherwise, you will waste too much time listening to useless chatter when you should be knocking down your sales quota.

Here is my simple, 3 Step Social Media Sales Research 101... Read More

Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar? Read More

Dirty databases kill morale. It’s so difficult to reach decision makers these days. More than ever, sales success is dependent on our ability to be more efficient. If you are like most sales people, you are working through a combination of various leads lists, and those who are wise, are managing their most targeted contacts through a CRM.

Most sales roles require high activity to achieve q Read More

I recently heard a business owner complain about how his sales team is trapped in the price driven sale. He says his sales people are submitting copies of competitor invoices and requesting approval on discounted proposals.

It’s unrealistic to think that price doesn’t play a factor. Everything hinges on the prospects... Read More

Is the Sales Profession Dying? No… You are just listening to the wrong people!

I recently attended a sales and marketing conference. During one presentation, the focus turned to “Closing Techniques.” The presenter shared word-for-word scripts that would lead the prospect to “YES!”

Inevitably, someone in the back raised their hand and said, “That type of approach would put me off,” to whi Read More

There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or...
Read More

If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they are relentless about follow-up, and if it comes down to a price war… they will practically give it away just to beat you... Read More

Call my goofy, but American Idol is one of my favorite shows of all time. I’ve always been drawn to people with talent, big dreams, and high aspirations. I enjoy the Olympics for many of the same reasons. It’s inspiring to watch people on their quest to be the best in the world!

In both cases, there is a common theme that stands out above all else… Read More