Before You Promote Your Best Seller, Know This!
A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not.
Engage Without Stalking
I regularly remind people that in sales, there is a fine line between persistence and stalking…
Quarterly Business Reviews Aren't Just for Clients | Sales Strategies
Business reviews are a key selling tool. But they also are critical in managing your own internal sales operation.
Host Live Events, Grow Your Sales
Live events...they're back! Let's talk about how you can use them to generate leads.
Could Your Sales Team Need to Break Down?
Never underestimate the power of bringing your team together.
5 Minutes to a Successful Sales Meeting | Sales Strategies
Sadly, most sellers walk into sales meeting unprepared - and leave opportunities on the table as a result. Here's how to prep in 5 minutes!
Getting Results from Poor Performers
When you see a sales rep struggling month after month, and missing target after target, it's enough to make any sales leader uneasy.
Put Your Value Statements to the Test | Sales Strategies
Too many sellers are armed with weak, generic value statements. Use this test to see if yours' are up to the task!
Team Players are not Top Sellers
I am sick of sales managers complaining about their top sellers not being team players.
Sales Lessons from Week 1 of The Olympics
The winter Olympics are in full swing and I'll be the first to admit I'm a junkie! I just love competition featuring the best of the best worldwide. Of course, there are always lessons to be learned for us as sellers.
Using a Buyers Map to Unstick Deals | Sales Strategies
Virtually all sellers encounter "stuck deals". Rather than let them age in the pipeline, use this technique to "unstick" them!
The True Test of a Seller's "Rolodex" | Sales Strategies
When evaluating a potential hire, you need to look beyond the number of social connections.
Are You Creating Sales Dysfunction?
Is your organization creating sales dysfunction without even knowing it?
Guess Who's Not Coming to Dinner?
I've often said to B2B sales audiences "If they can't find you, they won't buy from you!"
3 Warning Signs of Who NOT to Hire | Sales Strategies
When interviewing, here are the three candidate behaviours that scream ""don't hire me!""
The People Vector in Sales
We all know the marketplace has changed dramatically in the last five years. And—as with all change—there's resistance…
They're Back! Live Events… | Sales Strategies
Live events are back in fashion! What is the best way to leverage events to fill your pipeline?
92% of Executives are Immune to this Sales Tactic | Sales Strategies
I've been saying it for a while now and people still push back. Now the data is in!