Where Sales Teams Turn for Better Sales Tactics
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Selling a More Expensive Product/Service – Six Solid Suggestions!
Before you start reading . . . let us agree on something. If you promise to read this entire piece (end-to-end) we will promise that nothing in it will be news to you. Do we have a deal? Nothing new here! Then why should I read it? (great question). You should read this because there […]
3 Ways to Make Sure you are Selling to the Decision Maker(s)
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. She replies to your emails. She meets with you when you are at her office. She even goes to lunch with you, as […]
21 Bad Sales Phrases: Most of them Kill Deals
Every once in-a-while we feel the need to nitpick. This is one of those times. Listed below are twenty-one phrases often used in sales. On the surface they are harmless. Below the surface (where it counts) they could cost you deals. The small things matter . . . and most of the time . . […]
5 Times You are Acting too Nice in sales (adding NO VALUE)
Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So, […]
Just Because You are an Approved Supplier Does Not Mean Each Opportunity is Qualified!
Well, this makes two blogs in a row where the title says it all! So, you are an approved supplier. Sure hope so! You HAVE to be an approved supplier to get in on the deals in 2025 (entry level stakes). But that does not mean that all of the deals you pursue are qualified. […]
If They’re Not Talking, They’re Not Buying
The title says it all! How many times have you met with your prospect (engineering, quality, purchasing, etc.) spent hours crafting a perfect solution, spent even more hours preparing a detailed quote, met with them again, submitted the quote, followed up, & then… nothing. They go radio silent. You know radio silent: that period during […]
Football & Sales: Same Game According to One Great Coach
Every-so-often it makes sense to re-purpose a blog. This is one of those times from a year ago – enjoy. Say what you want about the Alabama Crimson Tide football team. Say even more about recently retired Head Coach, Nick Saban. There is no arguing about the great play of Alabama. Even less arguing about […]
Egos Aside . . . We Have Some Selling To Do
How many sales meetings did you attend in 2024 to review the Sales Team’s pipeline? Some companies do it weekly. Others every other week. Some monthly. Whatever your cadence, there is a good chance the weekly, the bi-weekly and the monthly are ALL THE SAME MEETINGS! Whether you attended 50 of them, or 26 of […]
Can We Bring the Fun Back to Selling?
Attention readers: This IS NOT a piece on positive mental attitude. We all have good days and bad days. This is only to suggest that, given the choice, most people would prefer to surround themselves with positive and charismatic people. Thanks to the salespeople and sales leaders out there taking a little time to read […]
The Twelve Days of Selling
We will never stop giving props to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy 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 […]