If you’re not recording sales reps or listening to recordings, then you are missing the most important tool you have available to you. Just imagine an NFL team that didn’t watch and use game tape! Do you know the name,…
Eighty percent of your competition won’t do these things, but if you will, you will smoke them in sales. In fact, you can become a Top 5% or even a Top 1% producer if you will just take the time…
Who would you rather hire for your inside sales team – an experienced inside sales rep with experience selling different products or services across several companies, or someone new to sales, say a college graduate, or how about a…
Right now I'm involved with a company whereby I'm listening to and critiquing cold calls. These are qualifying calls. We've written the scripts for these reps, put in all the qualifying questions, and now I'm listening and seeing how good…
The Game of Successful Techniques Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our…
Are Your Prospects Reluctant to Respond? I get a lot of requests for voicemail scripts and email scripts that work. Seems as if prospects still aren’t returning calls and everyone seems to be reluctant to return emails as well. What…
Getting your sales team to buy into your new sales initiatives, and developing key drivers for coaching, reinforcing, and measuring the implementation of these initiatives is what determines how successful your new sales culture becomes. At some point in a…
There are many ways to go about creating a defined sales process and training program and one of the best ways is to break down what your Top 20% are doing. They obviously have figured out the best way to…
A Surprise Opportunity with The Ultimate Decision Maker I was having breakfast with a client, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were talking about the importance of asking…
The problem with many sales managers is that they aren’t expected to get on the phone and sell. And the problem with that is how can they teach and coach something they aren’t doing themselves (or worse, that they can’t…
Just what actions ARE you taking right now to accomplish your goal? Do you have a sales coach or have you joined a mastermind group to support you and give you the tools you need to succeed? Are you committed…
Instead of getting older and losing strength, stamina and flexibility, you can actually reverse this and become "functionally younger" next year than you are right now. You can actually change the decline curve that we all assume is true about…
