Quick Summary Salespeople fail at cold calling for five common reasons: they don't make enough calls, their value proposition is weak, they ask for too much of the prospect's time, they quit after the first no, and they never resolve…
Coaching is the Key to Reaching Higher Levels of Performance A good coach will help you reach your goals, and improve sales performance quickly. Improve Performance Fast There aren’t many things that will improve your results as quickly and as…
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked, and trusted. Look at your last…
Rethinking Round Robin Lead Distribution Start feeding your hunters the hot leads and rewarding them for their effort at building opportunities by giving them more. Don't Reward Salespeople Who Rely On Luck There are all kinds of ways to distribute…
Forward-Thinking Leaders Stay Ahead of the Curve Forward-thinking leaders have their thumb on the pulse of their team, their organization, and the ever-changing landscape of modern business. Here are 10 tips for staying ahead of the curve and guiding your…
Every Sales Manager's Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and activities that dominate a sales manager’s…
Negotiation starts with increasing the size of the pie. To negotiate effectively you have to make the pie as big as possible. Countless. That’s exactly how many times I have been told by sales managers, sales leaders, and entrepreneurs that…
There isn’t a pipeline anywhere that isn’t a little cluttered. Some are full of non-opportunities, and many more are full of opportunities that aren’t anywhere near the stage being reported. You might think that cleaning up your pipeline is for…
When I first started working in the professional world, I was asked to do a number of tasks that, at the time, were difficult for me. Only later did I recognize the value. The Vision Board One leader had me make…
Reducing the price that a person or company pays for something is not the same thing as lowering their costs. There is this thing that you do that causes your prospective client to believe you are a commodity. When you…
You cannot be consultative without sharing your ideas and insights. You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your competition. As unfortunate as this is, it is a necessary…
Part of displacing your competitor may also include displacing other priorities. I had an interesting conversation with Hank Barnes last week. We were discussing competitive displacements, a euphemism for stealing clients from your competitors, and the conversation turned to client…
