8 Reasons Why Qualifying Makes You an Awesome Sales Rep20170620185418
8 Reasons Why Qualifying Makes You an Awesome Sales Rep
1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully ...
Avoid Hiring the Wandering Sales Candidate20170522221554
Avoid Hiring the Wandering Sales Candidate
Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have ...
Beware of Hiring the Golden Child20170515185322
Beware of Hiring the Golden Child
The Golden Child interviews well, but fails to meet your expectations. You struggle to hire good salespeople but experience frustration when they fai...
Never Put This Person in a Hunter Sales Role20170421022836
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 intervi...
Don’t Get Fooled by “The Pinball” Sales Rep Candidate20170406005829
Don’t Get Fooled by “The Pinball” Sales Rep Candidate
In this series, I identify a sales rep candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing in...
Run Away from the “Face Palm” Sales Candidate20170404144710
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 in...
The 10 Books I Recommend the Most20170321143236
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 companie...
10 Things You Can Do to Become a Better Salesperson Right Now20170314174712
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...
5 Behaviors of Stellar Salespeople You Should Replicate Now20170308154304
5 Behaviors of Stellar Salespeople You Should Replicate Now
3:43 pmsales, sales coaching, sales habits, sales process, sales tips, sales training, salespeople0 comments
We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality...
4 Simple Steps for Upselling Your Customers20170201180421
4 Simple Steps for Upselling Your Customers
Upselling is vital to leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinfo...