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!
How was 2018? 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 2019. What’s Going to be Different this Year?
OK, we’re 8 days into 2019. 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 […]
The Twelve Days of Selling
Ever get a cool marketing idea from a client? It happened to me. Thank Christy Seitz (Paragon Laboratories) 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 […]
It’s the Holidays, I’m a Salesperson… Nobody Wants to See 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 Year’s Day? How many companies do you know that will actually admit […]
Drop the Sales Lingo: 10 Ways You’re Sounding Like a Turkey in Sales
Sales is hard enough on its own. Prospecting. Rejection. Scheduling appointments. Researching the prospect. Understanding the competitive landscape. Knowing your prospects PAIN points. Uncovering budgets & spending patterns. Manipulating the decision-making process. It’s a tough game. There’s no need to make it even harder by saying stupid things. But, some salespeople do. Oh, do […]
7 Examples of how Your Business is No Different Than All the Others
“You don’t understand, Dave, our business is different.” If I had a nickel for every time I heard that over the last 30 years, I’d have a stack of nickels this high! (it’s a pretty high stack). Nineteen out of twenty times when a business owner or VP or Sales Manager says this about their […]
4 Ways My Mother thinks this Sales Business Has Hardened Me
“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But, ask my mom & she will tell you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news… to her. Some people need to be toughened up. Some need life’s […]
E.Q. vs. I.Q. (the difference is HUGE!)
OK, bear with me. This one starts off a bit technical – then it’s all practical. EQ vs. IQ. Emotional Intelligence, or emotional quotient (EQ), is defined as an individual’s ability to identify, evaluate, control & express emotions. IQ, or intelligence quotient, is a score derived from one of several standardized tests designed to assess an […]
22 Reasons You Wouldn’t Even Buy from Yourself
Might seem like an odd question to ask yourself: Would you buy from you? Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself? OK, […]
STOP Feeling Like a Stalker in Sales!
Here’s the set up: You met with your prospect. Doesn’t matter how many times. You did your needs analysis. You developed the solution & it’s great. You deliver your quote or proposal. The next day you call to follow up. Voice mail. A few days later you send an email. No reply. In a […]