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- Great article on where today's sales professionals can go to work! fb.me/1UTKM1fox 1 week ago
- Rode 36.2 miles in 2 hours and 31 mins and felt good. bit.ly/Jw7VPR 1 week ago
- Rode 39.2 miles in 2 hours and 23 mins and felt good. bit.ly/Jw7K71 1 week ago
- Rode 21.3 miles in 1 hour and 19 mins and felt good. bit.ly/J9GSFZ 1 week ago
- What Placer County teens need from parents to resist alcohol network pressure shar.es/q1EhC via @sharethis 1 week ago
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Category Archives: Sales, Sales Management
The Number 2 Reason A Sale Doesn’t Close
My business requires me to not only teach and coach sales, but I have to make sales if I want to keep my business alive. I was reminded last week of one of the cardinal rules of closing (and the … Continue reading
Posted in Sales, Sales Management
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Coaches Corner: 3 Questions to Better Coaching
I get asked about effective sales reporting all the time. Many sales managers (myself included) have struggled with what method is best for gathering info on sales activity. Some managers need it so they can report up to their boss, … Continue reading
Posted in leadership, Sales, Sales Management
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What’s the Purpose of THIS Call?
Easily the number one place Sales Professionals fall down? Pre-Call Preparation. I’ve worked with 100′s of Sales Professionals and been on thousands of sales calls and I see it over and over. Sales Pros winging it. It doesn’t feel like … Continue reading
Posted in Sales, Sales Management
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2 Rules Around Culture
All companies have a culture. By accident or design they have one. In the sales department there’s usually a vibe, or culture, of its own. Not completely different from the culture of the rest of the company but a “vibe” … Continue reading
Posted in Sales, Sales Management
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Nobody Wants to Buy What You’re Selling
Nobody wants to buy your product or service. They don’t care about your vertically integrated, 50 year old, family run business. They really don’t care about the endless list of features of your product or service either. What your customers … Continue reading
Posted in Sales, Sales Management
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2 Rules for going from Sales Managers to Sales Coach
It’s easy, as a sales manager, to lose sight of what’s important. There’s never a shortage of stuff to do. Pressure coming down from senior management in the form of new projects, reports de jour, company initiatives and so on. … Continue reading
Posted in Goal Setting, Sales, Sales Management
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An Even Shorter Course on Selling
A few weeks ago I wrote a post on the Shortest Course on Selling. Here it is again—”Ask questions and listen”. What I didn’t give you were any questions. Here are two that must be asked if you want to … Continue reading
Posted in Sales, Sales Management
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Ordinary Effort
I was recently reminded of a great book I read a few years ago The Magic Lamp: Goal Setting for People Who Hate Setting Goals by Keith Ellis. One of the many “Gold Nuggets” in this book was the concept … Continue reading
Posted in Goal Setting, Sales, Sales Management
Tagged education, goals, sales, training
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The Incredible Visible Man
Tired of knocking on doors? How about making cold calls? Or reminding a prospect of who you are? Prospecting is the life blood of selling but sometimes the grind can be… well a grind. Want your prospects to look at you with a different set of eyes? Want to be visible to your prospects? Position yourself, in writing, as the industry expert you are!
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Posted in Sales, Sales Management
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Tribute to the Salesman
As valuable today as when it was written—over 80 years ago! Continue reading
