Let’s face it. You can’t prospect if you don’t start, and getting started is a problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance.
Here are 10 things you can do right now to help you stop procrastinating on doing...
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What have you done for your customers lately? The better question is to ask your customers what they feel you’ve done for them. Being relevant to your customers is not what you believe it is.
Too many salespeople believe if they’re providing good service, taking care of problems that arise and...
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The words “sales leadership” and “sales leader” are thrown around a lot, and it seems each time I hear the words, the person saying them is associating them with a different meaning. So what is “sales leadership” and, more importantly, what impact does it have on sales?
First, let’s dispel the...
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Effective sales leadership is a critical part of the success of an organization, but too many organizations are functioning without it. I recently spoke during the Salesforce Series Pass webcast from San Francisco and discussed what it means to be a sales leader that adds value to your...
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As a sales leader, it is easy to become consumed in the day-to-day grind and lose sight of how to generate incremental revenue. However, there are powerful strategies that can maximize sales and make a major positive impact on your team, and ultimately, on your customers.
Join me on December 10th...
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When I’m asked to assist sales teams with pricing and how to move away from their discounting habits, I start by asking questions.
If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions:
1. What % of your sales are made only because a discount is...
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Being part of Sales Leadership means you have a responsibility to get profitable sales out of new client acquisitions, upsales and so forth. Unfortunately, what happens all too often is Sales Leadership inadvertently or blatantly derails profits by “justifying” reasons to ad hoc the pricing...
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The days of “one-call closing” are long gone, yet that is exactly what far too many salespeople are doing. They make one call, don’t get the response they want and move on to the next prospect.
Prospecting is all about creating confidence and competence, and this is simply not going to be...
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2015 is upon us, whether it says so on the calendar or not. What we did in 2014 doesn’t count. 2015 is a new year with new opportunities.
Here are 5 keys to follow to help make the most of your sales potential in the year to come:
1. Allocate your calendar to spend time early in the year working...
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