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!
It’s ALL MENTAL!
Yogi Berra is known for whacky sayings & quotes that make you say, huh? He had a lot of them. His best? Hands down it has to be, Baseball is 90% mental, & the other half is physical. What’s so great about that quote? It applies to EVERYTHING! It applies to every sport from baseball […]
Charisma! A Great Quality To Have
Have you ever missed out on a deal because you had too much charisma? Doubt it A better question would be, have you ever missed out on one because you lacked charisma? Much more likely. What is Charisma? Charisma is the ability to influence others positively by connecting with them physically, emotionally or intellectually. […]
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 other than sales that experience this “school” every single day – […]
If I Could Be Gutsier in Sales!
Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind let’s talk a little about guts. A […]
Hope is Not a Strategy for Selling (& Neither is Luck)
What a great day! For this lad that hails from the Isle of Man (great, great grandparents on dad’s side) it sure is fun. Until the millennium, St. Patrick’s Day was never a big deal in Ireland. The whole fuss surrounding today was invented by ex-patriots around the world looking for an excuse to celebrate their Irish roots, not that […]
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, […]
Get to Reality Quickly!
In sales there is no better advice than to get on with it (or get off of it) as soon as possible. How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get […]
Canned Sales Pitches are so 1980’s
It’s 2020. In sales, if you are not THE BEST thing your clients & prospects have ever seen then why do they need you? Truth is, they don’t. There is not a person with any buying power, decision making responsibility or authority that needs another “salesperson” in their life. Yet, some salespeople still think they […]
How was 2019? You Only Have Yourself to Thank . . . or Blame
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 […]
It’s 2020. What’s Going to be Different this Year?
OK, we’re a week into 2020. 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 sales to the next […]