Be Careful About What Your Body Language is Saying People are watching and evaluating your non-verbal communication. You must be careful that you are not sending the wrong message. During a recent training on
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling
Set More Meetings Over the Phone With Stories That Engage Prospects When you don’t have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . .
The humble hand written thank you note is a powerful gesture that helps you deepen relationships with and retain customers. This is Jessica Stokes from my family farm in upstate New York. I’ve been
I am here at my family’s farm in upstate New York and I’m hanging out in one of my favorite places as a child. I am inside the barn. When we were kids the
“Me Focused” Top Performers Don’t Always Build the Best Teams Teams built around top performers who only look out for themselves under perform teams of average performers who are cohesive and look out for
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s
Being Comfortable at Letting Things go Silent is the Key to Better Communication Skills There’s a moment in every sales conversation where it gets awkward. You know what I’m talking about. That moment of
5 Leadership Skills to Weather Any Economic Storm The storm clouds are brewing once again. We don’t quite know what is in store for us economically, but what we do know is that we
Most sales people live a hurried life and time is of the essence. While we agree that in sales, time is money, there is a cost for polluting our bodies with so much junk food that
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
Making the choice to build a spiral pipeline for your sales starts with engaging three core activities in your organization. And continuing these three core activities every day. Don’t Settle for Living in a
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground
In order to strike a balance between no theme and full-on theme park, it’s important to understand how to choose a theme that’s right for your presentation and your audience. A group of flight
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there
