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
Brian Kemski wants to know how to stop prospects from ghosting him. He asks a question that plagues salespeople everywhere: “What can I do about prospects who go through the process, seem interested, and
Your quota doesn’t take a summer vacation, so your pipeline-building efforts can’t afford to either. This is a reality check. Summer is coming fast, and if you don’t get your pipeline positioned for success
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Brother Can You Spare a Sale There is a lot that salespeople can learn from panhandlers about cold calling, closing, time discipline, and self-motivation. Recently there was a major controversy in Toronto around panhandlers
Six of Our Favorite Sales Podcasts Podcasts are a terrific free resource for gaining sales knowledge, refining your skills, and getting inspired to make a greater impact on your team, as well as find
Cold Calling is Alive and Well With New Rules Cold calling is one of the most targeted, efficient and effective ways to reach potential customers but there are new rules for cold calling in
Pushing for a Sale on a Cold Call is All Wrong On a cold call, the moment you begin pushing for a sales, you are finished. Therefore, the key to engaging prospects on cold
Budget Doesn’t Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for
Do you usually feel good about your first call? Often, a salesperson’s first call with a prospect does not go as well as they hope. Here are three steps for making a great first
Make 2,500 More Cold Calls and You’ll Close More Deals Successful salespeople know that small cumulative steps, done every day, bring the most impactful results. The good news is, all it takes is one
Nothing Matters Unless You Are Working With a Qualified Pipeline Opportunity To be successful in sales you must invest your time on qualified pipeline opportunities. All of the training and knowledge in the world
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for
Become a More Effective Negotiator Forget about “win-win” outcomes and start playing to win. That’s your job as a sales professional, to win for your team. There are few one-size-fits-all solutions in sales and
Six of Our Favorite Sales Podcasts Podcasts are a terrific free resource for gaining sales knowledge, refining your skills, and getting inspired to make a greater impact on your team, as well as find
Beware of Selling on Autopilot Here’s what happens over time: as you begin to learn your product, and begin to learn what the customer’s going to say and ask, you stop listening. Many salespeople,
Accurate Forecasting – The Holy Grail of Sales There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share,
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound
Tips for Building a Successful Process for Onboarding New Salespeople To build and sustain a high-performing sales team you must begin with successfully onboarding new salespeople. Getting it right from the start will help
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
