Sales Is What Keeps The Corporate Engine Running Smoothly

May 16, 2012 by  | Leave a Comment Filed under: Sales 

It’s unfortunate today, but many organizations just don’t understand that the single factor that determines your long term success is consistently increasing sales. Yes, manufacturing, R&D, finance, administration, distribution etc are all important factors but keep in mind none (read on...)



Consultative Selling Is a Lie!

April 28, 2012 by  | Leave a Comment Filed under: Sales 

It is a somewhat provocative title, I know, but it did grab your attention, right? I come across quite some salespeople that claim to be ‘consultative sellers’ or even worse: ‘advisers’. I always wonder who they are trying to fool; themselves, the customer or both. What is (read on...)

Prospecting Doesn’t Have To Be a Dirty Word!

March 20, 2012 by  | Leave a Comment Filed under: Sales 

“Aw, no, not prospecting… I hate that!” Candidly, the majority of salespeople I’ve known and worked with admit this at one time or another in their careers – no matter how successful they are. Face it, prospecting or cold-calling can be a grind. Legions of (read on...)

What Makes Good Salespeople Great

February 23, 2012 by  | Leave a Comment Filed under: Sales 

Have you ever thought about what makes good salespeople great? I started thinking about this last weekend and created a list of qualities that, based on my observations and experience, make good salespeople great. The difference between being ordinary and being extraordinary is actually quite (read on...)

Why Sales Questions Build Confidence and Rapport

February 18, 2012 by  | Leave a Comment Filed under: Sales 

About 10 years ago, I was giving a selling skills workshop. It was in Indianapolis, scheduled for a half-day. In the middle of the presentation, one of the participants raised his hand and asked if he could share an experience with the group. His name was John. John told the group that he and his (read on...)

The Critical Key To Finishing Is Starting

January 24, 2012 by  | Leave a Comment Filed under: Sales 

Did you know the key to finishing is starting? Most salespeople don’t make this important connection. I remember several years ago doing a postcard mailing to promote my Advanced Selling Skills Boot Camp. One side of the postcard had a photograph of a salesperson, dressed in a suit, (read on...)

Salespeople Are Made or Broken By Attitude – Where’s Yours?

October 26, 2011 by  | Leave a Comment Filed under: Sales 

That statement couldn’t be more true for salespeople. Attitude is a huge part of what will determine your success, mediocrity, or failure in sales. If you have a generally poor attitude you’ll be eating lots of Ramen noodles and rice; it’s difficult to afford filet mignon when (read on...)

Sell More Products and Services With the FAT MAN

September 13, 2011 by  | Leave a Comment Filed under: Sales 

Good sales performance is a function of good information. If you have good information about your customers, then you are likely to close more sales, help more customers, and earn more commissions. Who wouldn’t want to be the top salesperson? So what is the most important information (read on...)

Recruiting Salespeople – The Right Ones

September 9, 2011 by  | Leave a Comment Filed under: Sales 

Recruiting and building a winning sales team can be time consuming, expensive and frustrating for companies trying to increase sales revenues and margins. Whether you are recruiting for Business Development, Telesales or Account Managers, every role in sales is challenging to fill successfully. A (read on...)

Do You Work For Sales, Or Do They Work For You?

September 8, 2011 by  | Leave a Comment Filed under: Management 

Do you work for Sales or do they work for you? The answer to this question depends upon your organization. Many organizations feel that salespeople ‘walk on water’, and these salespeople feel the same way. They feel as if everyone is designed to answer to them and serve their needs. (read on...)

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