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!

I HATE Prospecting!

By Dave Tear | August 4, 2015

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 […]

Pandering Salespeople add ZERO value!

By Dave Tear | July 21, 2015

When you think of the word “pander” what do you think of? Merriam-Webster’s dictionary says it’s to do or provide what someone wants or demands even though it is not proper, good, or reasonable. I think of the overly-nice salesperson. That constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal […]

Depeche Mode Had it Right in 1990: Enjoy the Silence!

By Dave Tear | July 7, 2015

One of my favorite things to do on our annual 4th of July holiday vacation is to walk the beach in the morning (Greenbush, MI on Lake Huron – about 45 minutes south of Alpena). I put the earbuds in, select my favorite playlist & start to solve all the world’s problems. This weekend it […]

Why are you in sales? For the money

By Dave Tear | April 27, 2015

One of the most important things I have to do (as a sales trainer/coach) is to determine what motivates my 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) is the answer. I have […]

​Act Like You’ve Been There. Avoid These Rookie Sales Mistakes

By Dave Tear | April 13, 2015

The hockey community (& other sports communities) have a phrase: “Act like you’ve been there!” This is intended for the rookies. It’s an attitude that serves these rookies well – if they live up to it. Easier said than done for many. How often do you see a rookie in any sport make on-the-field (or off-the-field) mistakes? […]

What they Don’t Teach Salespeople in School

By Dave Tear | March 30, 2015

A previous blog mentioned that colleges & universities are finally getting around to offering Sales & Selling as a major. I said it before, ‘bout time. It will be great to have grads coming out of school with the intellectual capacity to understand what happens in sales. True, they will know about sales. Yes, will […]

Nobody Wants to be Sold. People Want to Buy.

By Dave Tear | March 9, 2015

It has only been in recent years that colleges & universities in the U.S. have offered majors in the career of sales. ‘Bout time!  That means for most all of us we “happened to end up in sales”. We found ourselves in this career. We learned “as we went along”, on the streets. The real […]

Who is your #1 sales Motivator?

By Dave Tear | February 23, 2015

For some salespeople the answer is obvious. For others, not so much. Do your sales leaders a favor. Don’t put them in a position of having to constantly motivate you. It’s exhausting, it’s distracting & it doesn’t work! It’s a fact. Motivation (for a long period of time) does not work. Oh sure, your boss […]

It’s 2015. How will your sales strategy change?

By Dave Tear | January 6, 2015

This won’t be one of those corny blogs that attempts to motivate you and tell you what a great year this will be. That’s up to you. What I will do is ask: What’s going to be different this year? If you are not happy in your sales role; if you are not making the money […]

Nobody Wants to See a Salesperson Between the Holidays, Right?

By Dave Tear | December 9, 2014

That’s a Bunch of Bull! How many salespeople do you know that think no one wants to see a salesperson between the holidays, and go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know of that actually admit to winding things down right about now? It’s very common and […]