Recently I was speaking with the VP of Sales who said he was having trouble motivating his salespeople. “They’re just not putting the work in. They’re doing the bare minimum and I can’t seem to do anything to get them going.” First, when hiring salespeople, you want to hire people who are self-motivated. Just as
Motivating the Sales Team Read More »
A few months ago my article was centered around the number one sales success factor: hard work. Again, that assumes you have at least average intelligence and work on the right things. This month I’ll discuss the second most important sales success factor: self-discipline. Self-discipline is important because it ensures that you do the hard
The Second Sales Success Factor Read More »
Is hard work really the way to sales success?
Why LESS work is THE WAY ‘to Sales Success’? Read More »
This week’s quote that prompted this article, “I like doing deliveries. I look at that as end-to-end sales. I sell it, make sure everything goes smoothly and then finally I deliver it and make sure they’re happy.” On the surface, it sounds good, right? I mean that makes sense except for one thing: the definition
Is Service Part of Selling? Read More »
This week price has been coming up a lot on my coaching calls with sales reps but there was one comment in particular that compelled me to write this article. In a story related to a sale he made last week, a rep said, “I told the guy, ‘Look, you just tell me where the
How Important is Price when Selling? Read More »
Recently I met with a new sales rep who’s been in sales for a little over six months. He’s made two sales; he should be closer to 30. I started by asking how many sales calls he’s been making, how many proposals he’s presented, what he’s been saying, and what his overall process has been.
A Frustrating Problem Costing You Time and Sales Read More »
I was recently in a sales meeting for a company that I just started working with. One of the subjects that came up was how to handle the first interaction with the prospect. By first interaction, I’m referring to the first conversation with someone who seems to have some interest and has decided to at
Your First Conversation with a Prospect Read More »
I’m writing this on Monday, January 2, 2023. Because January 1st was on a Sunday, most businesses are closed today to give employees an “official” day off from work. The closed companies include most of the ones I do sales training for. That makes this a perfect day to test the sales reps I train,
The “Timing” Excuse that Kills Sales and Business Read More »
There’s an idea I share during my speeches that massively increases the business of everyone who follows it. It is not for the faint of heart and it takes some work but, f you’re willing to do it, it will significantly grow your business. Many of you are going to groan, wince, swear, or do
How to Massively Increase Your Business Read More »
These days a lot of sales ‘gurus’ try to refute the fact that sales is still a numbers game. They say things like, “It’s not about the numbers, it’s about the relationships.” Well, they’re right on the latter part of that statement, it is about the relationships but, in order to get the number of
Sales IS still a Numbers Game Read More »