Chalk Talk

Where Sales Teams Turn for Better Sales Tactics

Welcome to "Chalk Talk," Dave's blog geared towards helping your sales team close more sales with better prospects. Want Chalk Talk in your inbox? Sign up below!

Participate in Sales Role Plays? I’d Rather Poke My Own Eyes Out!

By Dave Tear | March 3, 2021

If you have ever been a part of a Role-Playing session with a sales organization, you’d agree that it’s no place for a nervous person. Are the participants excited to do it? Nope. Is it awkward at times? Yep. Are most people dying to get it over with? Oh, hell yes! Does it help them? […]

Salespeople, You Do Not Need the Lowest Price to Make Sales!

By Dave Tear | February 15, 2021

Said it. Got that out of the way. Want to read it again? You do not need the lowest price to make sales! The best part about this claim? Most all of you know it’s true. Most all of you have made sales within the last 18 to 24 months where you know for sure […]

How was 2020? You Only Have Yourself to Thank . . . or Blame

By Dave Tear | February 1, 2021

Please understand that the author completely understands the problems that 2020 brought some of us. The COVID-19 pandemic created & continues to create challenges for some companies that trickle right down to their sales teams. This is not lost on the author. Sales. How can you not love sales? One of very few professions where […]

Are You the Best?

By Dave Tear | January 11, 2021

A great question to ask yourself: If I am not the best thing my prospects & customers have ever seen then why do they need me? Fact is, they don’t. In January of 2021 (right now) your products & services are better than ever. Technology is faster than ever. Quality is top-notch. Engineers are smarter […]

It’s 2021. What’s Gonna Change?

By Dave Tear | January 4, 2021

OK, we’re 5 days into 2021. You’ll settle in within the week. You’ll start grinding. In a few days it’ll be “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 – what will you change?  More specifically: What will […]

The Twelve Days of Selling

By Dave Tear | December 22, 2020

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, I’m a Salesperson… Nobody Wants to Hear From Me.

By Dave Tear | December 7, 2020

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 to winding things down right about […]

Those Two Dirty Words

By Dave Tear | November 23, 2020

How many times have you said to yourself, “I need more time”, “There’s just not enough time in the day”, “I don’t have time to hunt for new business”? How many times has your manager or director come down on you because you were late on delivering a project, report, or anything else she asked […]


By Dave Tear | November 10, 2020

We all have that perfect salesperson in our company. “That guy”. The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this guy […]

Hand of player chess board game putting white pawn

Amateur or Pro?

By Dave Tear | October 27, 2020

There’s not a salesperson or sales manager reading this blog that will ever admit that they give the impression that they are an amateur in sales, as opposed to a professional salesperson. Not a chance. But some of you do. Amateur: a person who goes from place to place hoping to make a sale. Professional […]