The non-productive salesperson doesn’t really have a defined sales process so they are busy pursuing prospects that are never going to buy. You’ve all seen this salesperson. He looks busy, complains there isn’t enough time to get everything done and…
In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.
Our interpersonal skills and our selling styles often influence buying decisions more than our products or services do. Sales training is great, but, we cannot expect sales training to sustain our success. Think about it. You’ve lost sales despite using…
In sales, today’s educated buyers know the difference between real butter and an imitation. Funny, how many business professionals say they are a good salesperson, yet in all actuality, they are just in sales. This reminds me of the commercial…
Success is the continual achievement of your predetermined goals stabilized by balance, purified by belief, aligned to your purpose, and fueled by your passion. A New Definition for Success Many sales experts, including sales coaches, share quotes about sales success…
It doesn’t matter how talented a salesperson is, how many skills they have or what techniques they’ve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.…
Effective deciding and doing starts with a pre-determined course of action, or what some call strategic planning. There is a short little story about four little frogs sitting on a log. One decides to jump off, how many are left?…
Choice in goal setting is about truly owning the goal as our own. SMART goals have been with SMB sales professionals and owners for over 50 years. Yet, how many executive leaders and salespeople consistently fail to achieve both professional…
Talking comes easily for most sales reps, but getting others to listen is a bigger challenge— and a critical element to your long-term success. Many sales reps have convinced themselves (and try to convince others) that their "communication” skills are…
If you really want to save your time and energy and the time and energy of your prospects, STOP sending out information prior to determining their true needs, goals, budget, etc… It’s a disservice to them, and it’s most certainly…
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you are in sales, you will get…
We all have troublesome customers who take up much more of our time and energy than our other customers. However, we continue to spend an inordinate amount of time on their demands and continue to get aggravated at them (and…