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!

A Sales Organization’s Struggle: Hunting vs Farming

By Dave Tear | March 7, 2017

Does your business lend itself to customers consistently placing “orders”? Are you lucky enough to enjoy easy & automatic renewal of business? If so, stop reading. Most salespeople have to endure a daunting balancing act — a balance between two activities: 1) the management of current accounts (farming) & 2) going out & finding new […]

Not Another Voice Mail!

By Dave Tear | February 21, 2017

Hate voice mail? Everybody does. Get over it. It’s not going anywhere. As companies continue to downsize & right-size, voice mail is the Administrative Assistant of old & has been for a long while. The Gate Keeper. And your prospects use it beautifully. You probably use voice mail too, so relax & think about what you […]

8 Characteristics your Boss Wants to See in Salespeople

By Dave Tear | February 7, 2017

A life-long study of sales, selling, salespeople & anything related to the wonderful world of helping people make decisions has been a blast! As you might expect, we have run into quite a few sales organizations. A few things are constant among most of these organizations. There are some common characteristics that sales leaders look […]

I HATE Prospecting!

By Dave Tear | January 24, 2017

If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something, they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. I’d rather poke my eyes […]

It’s 2017. What’s Going to be Different this Year?

By Dave Tear | January 10, 2017

We’re ten days into 2017. You’ve had enough time to settle in. And you didn’t win the Powerball. Tough question: What’s going to be different this year? More specifically: What will you do this year to take your sales to the next level? If you’re satisfied, coasting, or as a friend of ours used to […]

Pay Time vs. No Pay Time

By Dave Tear | December 20, 2016

Salespeople have lots to do. Some of the things we do directly “pay us” while other things do not. Sales studs & studdettes have a tight grasp on the activities that they should spend time on during “Pay Time hours” and do those activities first. Since we don’t punch a clock in sales, the activities […]

It’s the Holidays, I’m a Salesperson… Nobody Wants to See Me. Yeah, right!

By Dave Tear | December 6, 2016

  It’s that time of year. Time for a reality check. The annual “It’s the Holidays…” blog from Sales Coaches’ Corner. How many salespeople do you know that go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know that actually admit to winding things down right about now? It […]

Selling Doesn’t Have to Be About Handling Objections

By Dave Tear | November 29, 2016

As a matter of fact, done properly, sales can have nothing to do with objections. Might sound crazy, but you can actually go through an entire sales opportunity without handling any objections. How do you ask? Well, you address them as they come up or you bring them up before they come up. Stay with […]

Professional Selling is a Lifestyle

By Dave Tear | November 1, 2016

How many times have you had to take an important call from a customer during dinner? What are the chances that you would reply to an email or twelve at 11:30 at night? Have you ever stopped what you were doing (getting the stink-eye from your spouse) to reply to a client on the weekend? […]

Peddler or Pro?

By Dave Tear | October 18, 2016

There’s not a salesperson or sales manager reading this blog that will ever admit that they give the impression that they are a peddler — as opposed to a professional salesperson. Not a chance. But some of you do. Peddler: a person who goes from place to place selling goods. Professional Salesperson: a person who solves […]