As sales trainers & coaches you can imagine the number of times we hear a VP of Sales say, “We need help Closing more business.” Or a Director of Sales asks, “Can you help us with our closing?” It’s common. In the words of Arnold in Kindergarten Cop, “IT’S NOT A CLOSING PROBLEM!” After spending […]
Got a Closing Problem? Doubt it. Look at your Opening Read More »
Most of you have seen or heard the famous quote from Henry Ford: Whether you think you can or you can’t, you’re right. It’s a doozy! Once you think it through it makes all the sense in the world. “That’s right! I can do anything I put my mind to. I got this!” It’s good.
Top 10 Things Salespeople Say They Can’t Do – says them. . . Read More »
Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. He replies to your emails. He meets with you when you are at his office. He even goes to lunch with you,
3 Ways to Make Sure you are Selling to the Decision Maker(s) Read More »
Show me a salesperson who loves to prospect & I’ll show you a salesperson that’s never done it. Face it: If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy
Prospecting? I Don’t Wanna do That! Read More »
Sales. How can you not love sales? One of very few professions where you sit back, look at the past year, feel great about a great year (or crappy about a crappy year) & have nobody else to thank (or blame) but yourself. Sure, you had help. You have products & services. Yes, there is
How was 2018? You Only Have Yourself to Thank . . . or Blame Read More »
OK, we’re 8 days into 2019. You’ve had enough time to settle in. You’re grinding. Business as usual. Here are 3 questions for you: How “usual” will things be this year? Better yet, what’s going to be different this year? More specifically: What will you do this year to take your
It’s 2019. What’s Going to be Different this Year? Read More »
Ever get a cool marketing idea from a client? It happened to me. Thank Christy Seitz (Paragon Laboratories) for this one if you like it. If not… it’s all on me. On the first day of Christmas, my sales coach said to me, get to reality. On the second day of Christmas, my sales coach said
The Twelve Days of Selling Read More »
What would the holiday season be without the “It’s the Holidays blog…? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit
Sales is hard enough on its own. Prospecting. Rejection. Scheduling appointments. Researching the prospect. Understanding the competitive landscape. Knowing your prospects PAIN points. Uncovering budgets & spending patterns. Manipulating the decision-making process. It’s a tough game. There’s no need to make it even harder by saying stupid things. But, some salespeople do. Oh, do
Drop the Sales Lingo: 10 Ways You’re Sounding Like a Turkey in Sales Read More »
“You don’t understand, Dave, our business is different.” If I had a nickel for every time I heard that over the last 30 years, I’d have a stack of nickels this high! (it’s a pretty high stack). Nineteen out of twenty times when a business owner or VP or Sales Manager says this about their
7 Examples of how Your Business is No Different Than All the Others Read More »