Has selling changed in the last few years? Yes! No question about it. Are prospects & customers getting smarter about your products & services? Likely. Is competition as fierce as it has ever been? Good chance. Are prospects and customers harder to contact? DEFINITELY! A few years ago, we could easily blame it on the […]
Phone calls, voicemail messages, emails – you need to cut through the clutter! Read More »
“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But if you were to ask my mom, she would have told you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news . . . to her. Some people need
4 Ways My Mother Thought this Sales Career Has Hardened Me Read More »
Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. No surprise, here. ALL FALSE! Disagree? Call me, we’ll talk it out.
What do you Think, True or False? Read More »
Regardless of the account, the people or the solution, our job in Sales often involves giving prospects bad news. Not only that, we sometimes do this after our competitors have already given them bad news. To make things even worse, there are times when the bad news we deliver involves a different solution than our
Delivering Bad News: Address the real problem Read More »
A few months ago, we made a strong case for what AI CAN’T do in the sales & selling arena. Some obvious (and maybe not-so obvious) things to consider on your journey into the AI world. Remember, in all its glory, AI still lacks Emotional Intelligence, the ability to read the room and most importantly,
Salespeople, AI Can Do This! Read More »
“I can’t ask that!” “We can’t say that!” “They will never tell us that.” We have heard it all. So many salespeople and sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects and customers. All the things they can’t ask. All the things they can’t say. And it
In fact, done properly, sales can have nothing to do with objections. Might sound crazy, but you can actually go through an entire sales opportunity without handling any objections. How, you ask? Well, you address them as they come up… or you bring them up before they come up. Stay with me . . .
Sales Doesn’t Have to be About Handling Objections Read More »
How many times this year have you heard this?: AI is going to replace a lot of jobs. We hear it often and it is increasing every day. Will it replace a Salesperson’s job? Will it replace a Sales Leaders role? Keep reading . . . Most people would agree that AI is one of
A mentor once told me; the moment we stop prospecting for business is the moment we are out of business. Hurts. But it is so true. He went on to say that we didn’t have to like it – but we did have to do it. Stinks. But it is also true. Let’s get the
Hunting. Prospecting. UGH! Whatever you Want to Call it – Do it! Read More »
Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. It’s an all-too familiar scenario these days – the challenges caused by the lack of resources coupled with the supply chain issues and anything else you’d like to throw on top of all that . . . A customer or