Chalk Talk

Where Sales Teams Turn for Better Sales Tactics

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How Many Touches to Get an Appointment? How Many to Make the Sale?

By Dave Tear | February 14, 2024

Had a client ask me the latest stats on how many “touches” it takes to make a sale in 2024.   We’ll answer this one but allow us to turn it into 2 questions:  Bear with me on the answer . . . so many “addendums” to the answer  According to the RAIN group the simple […]

Footbal and Sales Nick Saban

By Dave Tear | January 29, 2024

Football & Sales: Same Game According to One Great Coach  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 the stellar coaching of Saban. In 17 years, he won […]

One Last Shot

By Dave Tear | January 15, 2024

We’ve all been there. Glued to the TV. It’s 4th down with .03 seconds to play in the 4th quarter. Your favorite team is down by 4 or 5 points & has the ball on their own 35-yard line. Time for one more play. Yes, a pass. The HAIL MARY. Sometimes it works. Sometimes, not. […]

Goodbye Old Year

By Dave Tear | January 1, 2024

Goodbye 2023 This is no Happy New Year blog. Too many of those floating around social media this week.  This is a Goodbye Old Year blog. Let’s say Goodbye to all the crap that got in your way in 2023. You know, all the B.S. that kept you from reaching your sales goals. This is […]

The Twelve Days of Selling

By Dave Tear | December 18, 2023

Props, again, 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 of Christmas, my sales coach said to […]

It’s the Holidays

By Dave Tear | December 4, 2023

It’s the Holidays, I’m a Salesperson… Nobody Wants to Hear from Me.   5 Reasons That is Total B.S.! 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 […]

Prospects Really Don’t Care About You (& that does not make them bad people)

By Dave Tear | November 27, 2023

Ever been to a college football game where the public address announcer announces a player from the other team & the fans scream at the top of their lungs, W H O C A R E S ? It’s very well-orchestrated & impressive! At times the PA announcer will announce an opponent who made a […]

 3 Ways to Make Sure you are Selling to the Decision Maker(s)

By Dave Tear | November 8, 2023

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 his office. She even goes to lunch with you, as […]

No More Quote and Hope

By Dave Tear | October 25, 2023

“Quote & Hope” is a Brutal Strategy for Selling Do you get paid for the number of quotes you generate? Didn’t think so. Then why do you generate so many?  Obviously, if you didn’t quote, your prospects & customers wouldn’t know what they are buying. The question was rhetorical. A better question would be, Why […]

School of Hard Knocks

By Dave Tear | October 10, 2023

A Career in Sales: What They Don’t Teach You in School You’ve heard of the “school of hard knocks”: The (sometimes painful) education you get from life’s usually negative experiences, often contrasted with formal education. It’s reality. It’s when your mom & dad used to say, “Welcome to the real world.” There are few professions […]