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31

Dec

Better sales tools does not always produce better results, and sales training is NOT the answer.

31

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Our role is not to sell the buyer anything. I know you’re in sales, and on the surface this flies in the face of why you were hired.

31

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There are four ways to win or lose a sale. It's all about the leads, right?

31

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You cannot motivate change, but you can facilitate it. Even rats become immune to shocks and bored of corn.

31

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There are five reasons your sales forecast will be wrong. Learn how sales managers can get their forecast right.

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Whether coaching basketball players or salespeople, effective coaching is done the same way.

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Don't have enough time? Lots of sales activity but no results? Always running behind? Sales rep's fault, yours, or ours?

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The lesson is simple. Before we recommend a service or product, we have a duty to understand the needs and goals of the individual and their organization. Trusted advisors take the time to know their customer’s buying criteria.

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Learn from Bill Murray in Ground Hogs Day. Don't repeat mistakes over and over and over.

31

Dec

A CRM should do three things in order to drive sales, and it just might have the added benefit of encouraging sellers to actually use it.