The Sales Leader Blog

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Converting your team from Sales people to enticers will help you sell more, at a higher margin and with less competition. Learn how on this podcast.

Love it when client themes their entire convention after us! 

Thanks Chevron! – Smart move, great theme, and amazing event.

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Are you asking for referrals the wrong way? Colleen shares some tips on how to go about this in a whole new way. By doing some upfront work to determine who you would like to be referred to as well as asking for specific introductions, you will find that referrals are much easier to come by.

This week I hosted 15 Best in Class Sales Leaders from all over North America to participate in our 2nd Sales Mastery Event. Here is the short list of best practices they cam up with for implementing new strategies:

1. Limit the number of strategies  you will implement at once. To do lists are useless. Pick one thing at a time and get to it right away
2. Follow up with your team on the implementation weekly. Hold people (and yourself)for doing what they said they would do
3. Create an expectation and measure results
4. Time block to get he work done
5. Delegate less important tasks to make room for the high priority implementation
6. Don’t wait for perfection. (you will never find it) Implement when you are 80- 90% ready with the plan.

Our next event will be in February in Florida. If you are interested let us know. There are only  5 seats remaining.

Kudo’s to VP Sales Sean Hughes for reminding his team this week (during a sales kick off event)

“Stop promising and start probing!”

Sean and I noticed that the team was pitching solutions, promising enhancement, showing demos and promising prospects  what the product was, is and could be. This behavior is stalling sales, causing calls to not be returned, and meetings to be rescheduled.

Why? Because his team was doing all the talking.

Instead they need to go back to:

Asking questions not making statements.

Listening not talking.

Probing instead of promising.

“Stop promising and start probing!” Profitable advice for all.