When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to sell or employ an elephant gun…
Salespeople who use bad techniques that get them ignored, screened out, and quickly dumped off a call will still be that same person with the same results using LinkedIn. Ever been to one of those business mixers where there’s always…
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and prospects. Do You Confront The Brutal…
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over the years with advancements in technology,…
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in? Or managers, the type of selling…
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO.…
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions.…
Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be. Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales…
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same service for the same price, so…
"I'm not sure if I have the right people and I am not sure if they're doing the right things.” — Every Leader I've heard this from countless CEO's, Sales Leaders, and Business Owners over the past ten years. Part of…
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest business-destroying, money-depleting lie that professionals believe…
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success. Today I was working with…