A little competition never hurt anyone. A lot of competition helps salespeople enormously! 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! Competitiveness is a top 3 quality for salespeople. Show us somebody that abhors losing a game of cards, […]
How Competitive are You? Read More »
Had a client ask me the latest stats on how many “touches” it takes to make a sale in 2024. We’ll answer this one but allow us to turn it into 2 questions: Bear with me on the answer . . . so many “addendums” to the answer According to the RAIN group the simple
How Many Touches to Get an Appointment? How Many to Make the Sale? Read More »
Football & Sales: Same Game According to One Great Coach Say what you want about the Alabama Crimson Tide football team. Say even more about recently retired Head Coach, Nick Saban. There is no arguing about the great play of Alabama. Even less arguing about the stellar coaching of Saban. In 17 years, he won
Footbal and Sales Nick Saban Read More »
We’ve all been there. Glued to the TV. It’s 4th down with .03 seconds to play in the 4th quarter. Your favorite team is down by 4 or 5 points & has the ball on their own 35-yard line. Time for one more play. Yes, a pass. The HAIL MARY. Sometimes it works. Sometimes, not.
Goodbye 2023 This is no Happy New Year blog. Too many of those floating around social media this week. This is a Goodbye Old Year blog. Let’s say Goodbye to all the crap that got in your way in 2023. You know, all the B.S. that kept you from reaching your sales goals. This is
Props, again, to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy 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 to
The Twelve Days of Selling Read More »
It’s the Holidays, I’m a Salesperson… Nobody Wants to Hear from 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
Ever been to a college football game where the public address announcer announces a player from the other team & the fans scream at the top of their lungs, W H O C A R E S ? It’s very well-orchestrated & impressive! At times the PA announcer will announce an opponent who made a
Prospects Really Don’t Care About You (& that does not make them bad people) Read More »
Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. She replies to your emails. She meets with you when you are at his office. She even goes to lunch with you, as
3 Ways to Make Sure you are Selling to the Decision Maker(s) Read More »
“Quote & Hope” is a Brutal Strategy for Selling Do you get paid for the number of quotes you generate? Didn’t think so. Then why do you generate so many? Obviously, if you didn’t quote, your prospects & customers wouldn’t know what they are buying. The question was rhetorical. A better question would be, Why
No More Quote and Hope Read More »