Barrett Riddleberger

29
Apr

5 Ways to Get New Sales Reps Selling Faster

Training new sales reps is a critical part of success. Too much training can diminish performance. These 5 steps will get them producing quickly. What do you remember from your freshman college American literature syllabus? Probably some titles, and a few authors, like Edgar Allen Poe, T.S. Eliot, and Herman Melville. Unfortunately, we lose more information during those four (or

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28
Apr

3 Battle-Tested Sales Strategies from “The Patriot”

Identifying even the smallest distinctions between you and your competitors can make the difference between winning and losing. The Patriot is an excellent movie about war strategy during the Revolutionary War. Mel Gibson’s character, Benjamin Martin, gains access to Lord Cornwallis’ personal journals and reads every word. The British leader documents his strategy for winning battles and achieving victory over
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26
Apr

7 Secrets to Motivating Your Salespeople

What does it really take to have a team of passionate sales reps driven to perform? Take a look at these 7 things successful Sales Managers do. Ultimately, you cannot really motivate anyone. You can only create a motivating or demotivating environment and allow the individual to respond. Motivation comes from within. With that said, here are seven ways you

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22
Apr

The 7-Fold Pathway to Self-Motivation

Life throws us many unsettling circumstances that can truly exhaust our motivation. However, you can recover and even prevent them from deflating your drive. It’s easy to lose momentum when personal and professional issues build up. Here are some proven ways to legitimately drive self-motivation back into your heart and mind. 1. Determine what you want If you want money, what

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22
Apr

The Greatest Cold Call Opener Ever

What do you say on a cold call? Many sales techniques have been tried and most end up alienating the gatekeeper. Instead of attempting to get around the gatekeeper, build credibility by using this opening line. How do you start a cold conversation with a gatekeeper? This is a challenge that haunts salespeople the world over.  If you struggle with

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22
Apr

3 Awesome Sales Tips from the Greatest Chess Player Ever

The average sales rep does only one of these sales tips; the sales expert does all three. Follow these tips to improve your sales results. A casual chess player looks at the board and makes what they think to be their best move. Skilled players may predict two or three moves in advance - their move, their opponent's move, then
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20
Apr

Got Stress? Think Like A Cow

The stress of life today can wear on the body and mind. Here is some brilliant, ancient wisdom to restore perspective, clarity and peace. One of the finest historians over the last 2000 years is the Apostle Paul. He wrote several letters to his friends from the many different places where he travelled. One letter in particular was written to his

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19
Apr

5 Things to Eliminate from Your Sales Meetings Right Now

Just because you call it a sales meeting, doesn’t mean it is. Most sales managers don’t actually hold sales meetings… but they think they do. Sure, they assemble the sales team together regularly. Yes, they lead the meeting with quota updates and sales reports. Yet, to observe this Monday morning ritual is to witness a group responsible for paying the

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29
Mar

How An Unexpected Question Flipped a Decision-Maker to Say “Yes”

Knowing the difference between being liked and being trusted can transform your sales career. With just one question, here’s a story of how it instantly transformed an executive's opinion of a sales rep. Working across the country, Jim had successfully implemented his company’s products and services in 6 of the 10 territories for a Fortune 1000 company. Somehow, though, he had a
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24
Mar

Fire Your Customers (And Make More Sales)

Eliminate the wrong customers by defining your ideal customer profile. Increase your revenue by refocusing your sales efforts on your best customers and letting go of the bad ones. Ever wanted to fire a customer? What did they do that caused you to want to reject their money and tell them to go away? If you’ve been in business for

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