Where Sales Teams Turn for Better Sales Tactics
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For the Money
One of the most important things we do (as Sales Trainers & Coaches) is to determine what motivates our clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?” The hard part (for some salespeople) are the answers we have heard: […]
If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck!
How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified […]
Rest on Your Laurels? Not in 2019
When things are going well. Your clients & customers are happy, everything is on auto pilot, that’s great. The sale has been made & the orders are coming in. Ahhh, time to relax, right? If only it were that easy. In the sales world, it’s never that easy – never time to relax. Matter of […]
Motivation: Don’t Wait for your Boss to Do It
Could Zig Ziglar have said it any better? Not a chance. He nailed it with this one. Maybe he could have said “showering” instead of bathing (who takes baths anymore)? Still a great quote. Daily. Key word there. Motivation is a daily chore. Like house chores. Take a day off from motivation & your house […]
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 […]
Don’t Be “That Guy or Gal”
It’s interesting what you talk about when clients call for “Help Desk” Sales Coaching (as we refer to it). Talked to Gary, a client-turned-friend, a few days ago, & he had a zinger. A great idea that could help everyone reading this blog. Now, don’t stop reading because Gary happens to be in the insurance […]
The “Real Lessons” in These Sales Movies
A couple of classics, no doubt! Tommy Boy, the all-out goofy comedy, keeps you laughing from start to finish (what movie starring Chris Farley doesn’t?) Glengarry Glen Ross takes you on a different kind of ride. Star-studded for sure, this dark drama draws you in & has you feeling for all of the characters in […]
Why Do They String Us Along?
Charlie Sheen made a name for himself a few years ago when he went on TV, radio & social media, whenever he could, shouting the word, WINNING! Everyone remembers it. It got tiring. Almost as tiring as what your prospects & customers do to you. They make you think (& sometimes even say)…WAITING! This is […]
Why Do We Give It All Away?
It was introduction time at a client meeting on the West Coast, mid-February. The Executive Vice President was introducing me to the staff at the beginning of a two-day training program. He had been through the Sales Coaches’ Corner training & coaching, so he had a good idea how to speak to his team – […]
Sports & Sales: Same Game
It’s NCAA Final Four week. Baseball has started & the NHL & NBA Playoffs are right around the corner. How timely! Athletes will be in action for sure! Can’t tell you how many clients we have that make it a point, & go out of their way, to hire athletes for their sales teams. If […]