Why You Should Stop Talking About Sales Quota20160516080010
Why You Should Stop Talking About Sales Quota
Change the conversation with your sales reps and change their results for the better. When a sales rep isn’t making their sales quota, the issue of qu...
3 Awesome Habits of Highly Successful Salespeople20160511090035
3 Awesome Habits of Highly Successful Salespeople
Superstar salespeople know which prospects will buy and which one’s won’t. For the average sales rep, however, it’s tempting to become overly optimist...
How to Handle Sales Calls That Get Cut Short20160509080045
How to Handle Sales Calls That Get Cut Short
What do you do when your appointment gets cut to only five-minutes? Every experienced salesperson eventually finds themselves cut short on sales calls...
Secrets to Selling to Darth Vader and Other Forceful People20160506080010
Secrets to Selling to Darth Vader and Other Forceful People
The practice of identifying personality styles has been around for centuries. Today, it is still highly effective to recognize your customers’ differe...
3 Big Reasons Why You Lost That Sale20160505112209
3 Big Reasons Why You Lost That Sale
Overcome these common mistakes and make more sales One of the most misunderstood phrases in our business is the “lost sale.” Sales managers hate any l...
5 Quick Prep Tips for Sales Call Success20160502080044
5 Quick Prep Tips for Sales Call Success
I’m a keen observer of sales call success. So I enjoy riding along with reps. Frankly, I’ve witnessed too many salespeople who possess an overin...
5 Ways to Get New Sales Reps Selling Faster20160429083042
5 Ways to Get New Sales Reps Selling Faster
8:30 amcoaching, Management, sales, sales manager, sales tips, sales training, salespeople0 comments
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...
3 Battle-Tested Sales Strategies from “The Patriot”20160428081559
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 excel...
The Greatest Cold Call Opener Ever20160422144135
The Greatest Cold Call Opener Ever
2:41 pmbusiness, cold call, gatekeeper, lead generation, prospecting, sales, sales training0 comments
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 t...
3 Awesome Sales Tips from the Greatest Chess Player Ever20160422023701
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 che...