It amazes me how many salespeople don’t have an annual sales plan. Of those that do, many just put it together once and barely, if ever, look at it again the rest of the year. We all know that people with written goals and a plan for their achievement, who focus on those goals continuously,
Putting Together an Annual Sales Plan Read More »
When I started my sales training business I used to speak to some sales groups for free. Two days before one of those speeches I got an e-mail from the sales manager saying that the salespeople wanted to spend the time in their next sales meeting learning how to use a new software program versus
Has selling changed? Will the latest tech and approaches help? Read More »
I belong to a workout group called Battle Ready. Basically, it’s everything you want to know about working out, weight management, etc. It’s run by Erin Alejandrino. We have a couple of group calls every week, and a recent one: ‘Why Your Results Suck’, tied into sales. The first five reasons for bad results in
Why Your Sales Numbers Aren’t Good Read More »
No matter the industry or organization, they all seem to have a historically slow time of year, the summer and holidays are usually the biggest. In addition, changes in the economy, the market or industry, pandemics, and supply-chain issues can also lead to slow sales. That said, there are some things you can do about
Avoid Summer, and other Sales Slumps Read More »
These days it’s extremely easy to stand out in business and sales. Work ethic, sales skills, follow-up, and attention to detail are all at historic lows in many sales forces. Here are some ideas that will help you stand out from all salespeople, even the best. Some of these are tips for standing out among
How to Stand Out in Business and Sales Read More »
Three times in the past two weeks, prospects or clients have asked me about hiring salespeople; so, here are my tips. Keys to Hiring Sales Reps Tip #1: Start with people skills.If someone lacks people skills, they will never be able to sell effectively. Tip #2: Look for self-esteem, self-confidence, work ethic, integrity, and the
How to Hire Sales Reps Read More »
Sales success simply boils down to talking to enough of the right people the right way. The right people are people who have a need or desire for what you have, they have the ability to make a decision on what you have, and they have the means to invest in what you have. Speaking
The Four Biggest Enemies of Sales Success and What to Do Read More »
I spent my first six years in sales successfully selling over the phone, making between 200 and 300 hundred calls a day. For me, the phone was an effective way to sell to strangers all over the country. If you use the phone at all, whether it’s initial calls or follow-up calls, here are some
Telephone Selling Tips Read More »
As salespeople we’ve all had the situation where a decision-maker told us they were interested, asked us to follow-up at another time, and now after several follow-up calls and e-mails, we can’t get ahold of them and can’t get them to return our calls. So, why are prospects ghosting you and what can you do
Why Prospects Ghost You and What to Do About It Read More »
Have your best sales year in 2022 by following these steps.
How to make 2022 your Best Year for Sales and Business Read More »