Sales

21
Apr

Never Put This Person in a Hunter Sales Role

In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll want to avoid for

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6
Apr

Don’t Get Fooled by “The Pinball” Sales Candidate

In this series, I identify a sales candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll want to avoid…

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4
Apr

Run Away from the “Face Palm” Sales Candidate

In this series, I’m identifying a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is an example of a type of sales candidate you’ll want to avoid… The Face

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21
Mar

The 10 Books I Recommend the Most

I am a sales trainer. I’ve invested the last two decades of my life helping salespeople and sales leaders become more successful working with companies from $2 million to $2 billion in sales. One of the privileges, from which I derive great joy, is recommending good books. Below are the 10 books that I recommend the most to people. I’ve

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14
Mar

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better salesperson and improve your sales performance. 1. Remove demotivating factors from your life Whether it’s toxic people, the 24-hour news cycle, demoralizing Facebook/Twitter posts, or TV addictions, you need to limit anyone

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8
Mar

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Here are five common habits that top performing salespeople do on a consistent basis. 1. They do things this year

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1
Feb

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account. From that you gain the intelligence you need to maximize sales with your customers. Here is a four-step strategy to intelligently upselling to your customers: 1. Select

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13
Jan

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous company. At $7million in sales, he was a superstar. My friend (the CEO) and one of his Sales Managers snatched this sales rep up with great expectation. After several months of ramp up they

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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. As a sales rep, you should not only focus on selling, but also collecting information that is relevant to what, why and how customers buy from you. You also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided

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10
Jul

15 Proven Sales Tips to Boost Your Sales Right Now

Use these time tested sales tips to improve your performance right now. I’m a collector. I collect everything from vintage Coca-Cola machines to really good sales questions. In this article, I’m sharing some of my favorite sales tips that I’ve collected from many great salespeople who’ve allowed me the privilege of observing them and asking questions. I hope you find

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