5 Qualifying Questions to Ask Your Sales Reps20180611060016

5 Qualifying Questions to Ask Your Sales Reps

When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have...
10 Awesome Follow-up Questions to Get Your Buyer Talking20180531195028

10 Awesome Follow-up Questions to Get Your Buyer Talking

Follow-up questions get you the whole story. Of course, asking good questions is the heartbeat of a good sales call. However, many salespeople can bec...
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates20180403153436

Yet Another 10 Revealing Interview Questions to Ask Sales Candidates

Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates curr...
7 MORE Qualities of a Great Sales Coach20180222185604

7 MORE Qualities of a Great Sales Coach

This is a follow-up article to 7 Qualities of a Great Sales Coach. Here are seven more qualities to help you become a great sales coach: 1. They know ...
7 Qualities of a Great Sales Coach20180206192452

7 Qualities of a Great Sales Coach

Being the sales coach to your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list se...
Another 10 Revealing Interview Questions to Ask Sales Candidates20171002171857

Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison ...
7 Questions That Reveal Why Your Sales Team Performance is Low20170919174413

7 Questions That Reveal Why Your Sales Team Performance is Low

Why is your sales team performance not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why...
7 Sales Mistakes To Avoid from a Painfully Awkward Video20170827222452

7 Sales Mistakes To Avoid from a Painfully Awkward Video

The late, great comedian, Jerry Lewis, sat for an interview in his 90’s with a staff member from The Hollywood Reporter. The interview is known as 7 P...
Use This Simple Technique to Increase Sales20170821143938

Use This Simple Technique to Increase Sales

You can increase sales by maximizing the opportunity with the buyer sitting in front of you. When a buyer shares an issue that your product or solutio...
9 Reasons Why Top Salespeople Leave20170718152605

9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. Why top salespeople leave can be a mystery. According to Harvard Business...