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Category Archives: Sales, Sales Management
3 Worst Habits of Sales Managers
Leading a team of people to produce at a high level is no easy task. Sales Managers receive little to no training. Usually promoted from within (typically top producers) they are tapped to lead the tribe. “Just show ‘em how you did it”. This is a response I’ve heard too many times to count from senior management when asked about management training. Continue reading
Posted in leadership, Sales, Sales Management
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Between Passive & Aggressive
Too many deals don’t get done because when it’s time to ask for the business it gets done too passively or worse too aggressively. In between the two lives Assertive. Continue reading
LinkedIn or LeftOut
LinkedIn celebrated two milestones this past month. First it turned 8 years old, and second it went public—in a big way!
For today’s sales professional LinkedIn has become a must do! What other website lets you network, generate leads, pre-call plan and build your personal brand all at one time? Jeb Blount summed it up best in his book People Buy You “LinkedIn is the most important networking tool in history”.
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Posted in LinkedIn, Sales, Sales Management, Social Media
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Nobody Likes a Quitter – Not Even Your Prospects
There are some interesting statistics out there about the number of calls a sales person will make on a prospect before throwing in the towel. These stat’s have been quoted by a number of reliable sources. >48% of sales people … Continue reading
Why Nobody Wants to Go to Your Sales Meetings
Most sales meetings are just awful. At least for the sellers. Weekly, monthly, quarterly—it doesn’t matter. Most of the attendees would rather be doing something, anything, else. The reason? There are lots of them, but mostly it’s about value, or … Continue reading
3 Most Powerful Customer Service Phrases Ever
I’m working on a Customer Service program for a new client. The goal of the training presentation is making their clients feel like they are being treated with consideration, dignity and respect. Not an outrageous expectation to be sure, but … Continue reading
Posted in customer servicve, leadership, Sales, Sales Management
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Worst “Closing” Question of All Time
Anytime I’m doing sales training, whether it’s a large open seat workshop or a custom session for a client, the topic of “Closing” comes up. The very word, in the context of sales training, usually makes people immediately think of … Continue reading
Posted in Sales, Sales Management
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It’s the LEAST You Can Do…
It’s the LEAST you can do… They agreed to meet with you… Sending a “Follow up” email is the LEAST you can do. They met with you and listened to your “Pitch”. Sending a “Thank you” email is the LEAST … Continue reading
Posted in Goal Setting, leadership, Sales, Sales Management
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3 Things Effect Your Growth
The difference between the person you are today and the person you will be a year from now will be determined by three things… 1. Who you meet The people you meet, by accident or design, can and will influence … Continue reading
Posted in Goal Setting, leadership, Sales, Sales Management
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5 Reasons They Won’t Call You Back
Voice mail is a barrier. It’s become the digital version of a gatekeeper. It’s sole function? Keeping you out! This may be a bit of an overstatement, but it sure feels that way some days. Studies have shown that 7.3 … Continue reading
Posted in customer servicve, Sales, Sales Management
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