The Reason Your Reps are Selling Less
If you’re a loyal reader of this blog, you’re probably aware I don’t believe that sales need to slow down just because a market does. Are you noticing your team …
How to Frustrate Your Leads
Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details. After this, you’re transferred …
Don’t Sell to Anyone and Everyone
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline. I know, it’s intuitive as a salesperson to sell as much …
Strategies to Close More Sales
You don’t have to put up with unpredictable sales results. You need to know how to close more sales – consistently. In this Facebook Live video I share the secret formula …
Do People Still Buy From People?
Yes, selling is still a people business. Too many organizations though are acting like they’re living in the stone age. You need to know how to modernize your approach and …
Reduce Labor, Increase Sales
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. …
How to Be More Interesting
Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity. …
The Critical Way Buyers Have Changed
You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the …
How to Hire The Right Salesperson
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build …
Promoting a Seller Does Not Make a Leader
I talk often about a new performance-management culture taking hold in today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve too. Your …
Sales and Business Lessons from Mykonos (Part 2)
Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value. Adding value, especially when it is not expected, creates a …
Sales and Business Lessons from Mykonos
After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is …
