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!

Price Increases

By Dave Tear | November 29, 2022

Let’s talk price increases Communicating price increases to your clients and customers. Prices are going up everywhere and have been for quite some time. I’ve got a number of clients that are on their third, fourth or fifth round of price increases since the pandemic

Motivation: Don’t Wait for your Boss to Do It

By Dave Tear | November 21, 2022

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 […]

Professional Selling is a Lifestyle

By Dave Tear | November 7, 2022

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? […]

8 Characteristics your Boss Wants to See in Salespeople

By Dave Tear | October 24, 2022

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 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 for […]

Prospecting? Why we talkin’ ‘bout prospecting?

By Dave Tear | October 11, 2022

Some of you will remember this . . . some of you won’t. It was a while ago. The Alan Iverson rant (May 7, 2002) after the Celtics bounced the 76ers from the 1st round of the playoffs. He said the word “practice” 24 ½ times in a 2-minute span. It made Press Conference History. […]

Phone calls, voicemail messages, emails – you need to cut through the clutter!

By Dave Tear | September 28, 2022

Has selling changed in the last few years? Yes! No question about it. Are prospects & customers getting smarter about your products & services? Likely. Is competition as fierce as it has ever been? Good chance. Are prospects harder to contact? DEFINITELY! When the COVID Pandemic started my clients would tell me, “Coach, nobody is […]

It’s almost ALL MENTAL!

By Dave Tear | September 12, 2022

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 […]

A Sales Organization’s Struggle: Hunting vs Farming

By Dave Tear | August 29, 2022

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 […]

4 Signs You’re Taking Shortcuts in Sales

By Dave Tear | August 15, 2022

The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or […]

Why Do They String Us Along?

By Dave Tear | August 1, 2022

You’d have to search pretty hard to find anyone that has seen the movie Caddyshack that didn’t love it. It’s great. Rodney Dangerfield, Chevy Chase, Ted Knight. Who can forget Judge Smails putting pressure on Danny to putt on the final hole? “Well, we’re waiting!” Pure Smails. This is going to hurt. Someone asked a […]