Here’s a question that’ll make your head spin: What do you do when your top performer is crushing quota but not hitting a required talk time KPI? That’s the question posed by Josh Robich
Most people assume sales start when you have a product to sell. Mine started when the only thing I had was myself—and a dream nobody else believed in. A Dream and Not Much Else
If you are spending more time staring at your windshield instead of looking into your customers’ eyes, you are doing field sales wrong. Over the past couple of years, there’s been a resurgence in
AI isn’t here to replace you; it’s here to boost your game. Used wisely, AI can be your secret weapon. AI is everywhere: in social selling, content creation, automation, to say the least. Here’s
If you’re in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that’s moving at the speed of molasses. Whether you’re dealing with Atlanta’s notorious
Most value propositions stink. They’re boring, generic, feature-heavy garbage that make buyers’ eyes glaze over. And the worst part? Most salespeople don’t even realize their value proposition messaging is hurting them. On this week’s
Jon Buehler from Jacksonville asks: “How do you maintain the consistency and intensity with prospecting? I find myself doing these sprints to get momentum, but struggle to keep that momentum going for long, sustained
On Sunday, Scottie Scheffler won the PGA Championship at Quail Hollow. Looking at the final scoreboard, his five-stroke victory seemed like total domination. But I was there on the ground, and what I saw
Sales is a trust game. Always has been; always will be. It’s not about features, price points, or flashy presentations. It’s about conviction. And conviction is born from trust: deep, unshakable trust across four
The 5 Essential Elements Of Personal Prospecting Emails Breaking new ground with prospects is the initial hurdle you need to climb over on your path to a sales call or meeting. Before you start
Believe In Yourself And Your Product It’s important to have self-confidence, but if you don’t believe in your product or service, you will fall short on the one sales activity that will always matter:
The Virtual Selling Book Club Guide Mastering virtual selling techniques gives you a massive competitive advantage because it allows you to engage more prospects & customers, in less time, at a lower cost, while
Craft Your Messages to Connect With Prospects It’s harder than ever to stand out against the competition and truly connect with prospects who are drowning in messages. Leverage these communication techniques to cut through
Reaching Prospects During The Pandemic Despite COVID making it more difficult for salespeople to get in touch with prospects and decision-makers, one follow-up and outreach approach has proved more effective than any other method—
How to Leave Your Competition In The Dust With Impactful Emails If you want responses, you need to cut through the competition like a machete with impactful emails. In today’s sales world, communication style
How to Make Connections with Powerful Communication Here are three ways that ultra-high performing salespeople create simplicity in their messaging for powerful communication to produce better results. We’ve all heard of the K.I.S.S. method:
How to Stand Out in Virtual Meetings Virtual selling is the new normal. Here are three tips for preparing yourself for a successful transition onto the virtual sales stage and for making a good
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it
On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales. Empathy is the key to stepping
The Virtual Selling Book Club Guide Mastering virtual selling techniques gives you a massive competitive advantage because it allows you to engage more prospects & customers, in less time, at a lower cost, while
Fundamental Sales Negotiation Strategies These four pre-negotiation strategies are critical for building and maintaining a healthy pipeline, handling challenging sales conversations, increasing win probability, and achieving better results. Because proper sales negotiation is often
Increase Your Sales Success With These 5 “Vibrations” Every interaction matters more than you think. These 5 interpersonal vibrations will help you build stronger connections and increase your rates of success. When it comes
There are Two Fundamental Classifications of Salesperson The difference between Sales Pros and Sales Reps is important for business owners, executives, and sales managers who want to accelerate revenue growth by acquiring new accounts.
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity
Phone and Email Scripts for 3 Easy Sales Here are the three easiest ways to make a sale and effective scripts you can use in your next sales conversation. All companies, large and small,
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling
It’s not a question of if you should spend money on training, the question is how much will you spend on training. While you’re planning the budget for your organization don’t forget to include
During the last several years, three megatrends have increasingly gained speed, yet very few people actually discuss them or understand how to deal with them. Trends are evident in business. The fashion industry, for
Learn to say “No” thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying “No”? Sometimes,
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed
Small business owners who devote time to rethink how they are providing solutions (products or services) to better meet the wants and the needs of their customers will usually stay ahead of the flow.
What would happen if each day you scheduled 12 minutes to push yourself away from the desk and take a walk outside or even lock yourself in the bathroom if need be? Just stop
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something
