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One of our top performers called me to her cube today and said, “Doyle… I need your help. I was supposed to get a final decision today from a big account I’ve been waiting on. Although the prospect promised to call me… she didn’t. I’ve tried calling her and haven’t been able to reach her. It’s the end of the day, and I’m writing her an email. Can you read over it and tell me what you think…”

I Read More

Professionalism in sales requires two defining attributes. These attributes are intentions and outcomes. Intentions speak to the salespersons motivations. Outcomes speaks to their competency in helping their clients achieve their goals. Read More

With all the opportunities to "touch" your clients and prospects with social networking tools, sales people need to make sure they don't confuse "touching" the prospect with connecting with a real person and developing a real relationship. Read More

If you think you're more effective because of your ability to multi-task, think again: there's no such thing as multi-tasking. It's focus that makes us effective. Read More

Unfortunately, the state of retail selling has deteriorated to the point that most store associates can't even legitimately be called "salespeople" any longer. So to help you generate discussion about this topic in your company, here is a list of nineteen sales questions that will help associates build sales momentum. Sales momentum is that glorious force that helps shoppers get out their wallets Read More

Mutual exclusivity means that I can have either A, or I can have B, but I cannot have both A and B. The myth of mutual exclusivity in prospecting goes like this: “If I use inbound marketing methods, then I can’t use cold calling methods.” The problem with believing that any method is mutually exclusive is that it believes one choice is always the right choice. Read More

Download the free 32-page eBook in pdf format, "27 Can Do Steps to Sell More" by Skip Anderson. It includes 27 actionable steps to help any salesperson sell more. Read More

There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, cold calling is what they do. For professional salespeople, cold calling is one tool in an arsenal of many tools (or at least it had better be). There are many reasons that salespeople don’t like cold calling, but in professional salespeople, it is rarely a fear of rejection. I Read More

Among all the other rituals of the season, the New Year brings with it the season of goal setting, both organizational and personal. For individual sales professionals, I have always believed that goals are only half the story, a means of executing is the other. Read More

Do you give up easily, or do you pursue projects to completion? The answer to that question has a direct bearing on your level of success. Read More