IT’S 10:00 PM – DO YOU KNOW WHERE YOUR DEAL IS?
Ideally, you know exactly where your opportunity is in your sales cycle – the beginning, middle, or end, and where it stands relative to the other c...
17 June, 2020
Resources
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THE SWEET SPOT TO PROSPECT
I am often asked by salespeople to explain the best method of identifying the highest-potential prospects to target. “How can I find these prime pro...
09 June, 2020
IT’S ABOUT TIME! IS IT MORE WORTHWHILE TO WORK ON STUCK SALES OR NEW PROSPECTS?
Often the difference between a salesperson that meets their sales goals, and another that does not, is simply a matter of optimizing one’s time. Man...
02 June, 2020
HOW TO RECOVER FROM A DISASTER DEMONSTRATION IN FIVE EASY STEPS
How many of you have had the experience of a demonstration “blowing up” in front of a prospect? Perhaps there was an internet connection problem, ...
26 May, 2020
5 Signs That You May Have Lost the Sale (And What You Can Do to Avoid This Happening)
The conversation with your contact Ted starts like this: “We appreciate all the time that you spent with us explaining your product and answering qu...
19 May, 2020
HOW TO ACE YOUR PRESENTATION DURING THE CORONAVIRUS PANDEMIC
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensati...
12 May, 2020
HOW LINKEDIN.COM CAN ASSIST YOUR BUSINESS DEVELOPMENT EFFORTS
I have been in sales for a long time and have still not met a successful salesperson who enjoys prospecting, especially cold-calling. The top 7 reason...
05 May, 2020
HOW TO SELL DIFFERENTLY DURING THE CORONAVIRUS PANDEMIC IS FACE-TO-FACE SELLING DEAD?
The answer is – not quite, but it is on life support. The pandemic has completely changed our buying and selling behaviors. We have reach an infl...
28 April, 2020
Is it OK to Be a Quota Sloth?
A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usuall...
26 April, 2020
Are You a Quota Sloth? Take this Simple Test for Salespeople
Maybe you’re the #1 salesperson in your organization. You always meet or surpass your quota. You make more money than 80% of your peers, because jus...
26 April, 2020
LETTING GO OF AN OPPORTUNITY THAT TURNS OUT TO BE UNQUALIFIED
Have you ever called on a prospect that showed genuine interest, provided access to decision-makers, stated they had the budget to proceed and promptl...
21 April, 2020
HOW YOU CAN COMPETE AGAINST THE DO-NOTHING SOLUTION
Many salespeople have difficulty competing against the challenging decision by a buyer to not make a purchase and remain with the current solution. Th...
19 April, 2020
THE COSTS OF DOING NOTHING Is Status Quo The Low-Cost Option?
Is the cost of doing nothing or remaining with the status quo really zero? Certainly, there may be times when the cost of remaining with the current s...
19 April, 2020
What Changes You Need to Make Now – If You Are a Quota Sloth
The good news is that you have recognized that you are a “Quota Sloth.” You recognize that you tend to let your pipeline building and business dev...
16 April, 2020
Find the Real “Why” So You Can Improve Your Close Ratios
Does a corporate prospect purchase a product because they are thrilled with the features and functions of a product that your team has demonstrated? I...
09 April, 2020
How to Get Your Sales Prospect to Sell To You in 3 Easy Steps
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensati...
26 March, 2020
Who Is The Real Number 1 Competitor?
When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But,...
19 March, 2020
5 Reasons to Welcome Objections
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...and because most c...
12 March, 2020
Five Reasons Why It Is Better to Welcome Sales Objections Than To Avoid Them!
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...and because most c...
12 March, 2020
Five Reasons Why Your Sale Got Stuck
Maybe once you worked with the buying team for many months. You had access to the “key decision maker”. You received positive feedback about your ...
05 March, 2020