Summer’s a sloooow time. But you’re a salesperson. What to do? Change your head. Re-evaluate the cycle. Think like a farmer! It’s true, summer is slow in my training biz. It’s hard to bring sales teams together during the vacation season. But it can also mean […]
I know what you’re thinking: what could be new or different? What more can I possibly do? I hear you, I’ve seen it. I know you sales managers are maxed out. Doing whatever you can to help your sales people succeed. But – and this is […]
There is a sales person on one of the teams I am working with right now who really “gets” the sales profession. Why, you ask? Well, my new friend Jigar Patel at SupremeX, understands the importance of the numbers. Here’s what he said to me: LK: So […]
Last Monday I came across an article on value selling from an expert (who shall remain unnamed). Of course I was intrigued. This is my sweet spot! This is where I live. The article emphasized the value that you as the seller can bring to your customer. It was […]
Once you’ve made a sale how do you ensure that the implementation goes well? That the goods are delivered on time and in good condition? Or that the service was delivered as the customer expected? I spent some time with a friend and colleague of mine, […]
I’m Part of Your Team Since I am in a business that requires a careful implementation and ongoing service, it is critically important that my clients view me as a trusted source of valuable information. Unlike my last blog, Cold Calling is Dead uploaded onto […]
I try to be a nice person. I really do. But there’s one thing that happens too often in my work life that tempts me to throw my phone at the wall. Or at least shake my fist at the sky. This is how it sounds […]
What do salespeople need to do in today’s tough business environment to catch the attention of decision makers? We recently uncovered some compelling data in a series of conversations we had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, […]
A lot of the work I do with my clients is to help them identify and confirm their sales process before we begin to figure out what specific training, coaching, and accountability they need for the coming months. By sales process I am referring to how […]
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 […]
