I began my sales career in 1986 and have been a salesperson or worked with sales people most of the years since that time. As I developed my sales-process expertise (both in sales and as a trainer and coach) I have been witness to success (and […]
If you’re not hitting your year-to-date sales goals then you need this free sales tool! It’s not that difficult really – you just need a solid plan and then someone to hold you accountable to that plan so you actually get it done. Your “accountability partner” should […]
Many sales people I know lose their best opportunity to close a sale every single time they submit a proposal or quote. Never, never, never email a quote or proposal to a prospect. Always take it in personally, explain each section of the document to your […]
Sales growth is now, more than ever, a profession of disciplined and focused follow up. If you want to increase your sales by developing new business (and I wanna meet the person who doesn’t!) then you need to master the skillful art of following up with your […]
A business associate of mine wrote this very compelling LinkedIn job description outlining his achievements (company names have been changed): I have been privileged many times in my career, but none could match the responsibility bestowed upon me in leading the resurrection of ABC Company brand […]
Do you want to write an email that gets the attention of a prospect? You need to know this: when you send an email to a prospect focus on the impact your solution (product or service) has on companies, not what you do or how you […]
Time is a precious commodity in sales because it really is true what they say that “time is money.” How we spend our time will directly determine our success in achieving our sales target. When I coach sales teams to become more productive, I don’t try […]
Years ago I became distracted and sidetracked in my sales role. I could make an excuse for this (personal issues, too busy, and the list, I’m sure, would go on) but it doesn’t really matter. What matters is I made this critical mistake. I took my eye […]
One of my long-term clients hired a sales person last year who was not able to book enough appointments to be successful in reaching her sales goal. When I asked my client, “What happened?” She replied, “She says she doesn’t want to be a bother to […]
