Someone once said, “First we form habits, and then they form us.” And in sales, this is especially true. Here’s a quick example from a new client I’m working with now: At the end of speaking with current accounts, the habit of the sales team is to ask: “If you need anything, please give me […]
Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the […]
The dog days of summer are quickly approaching… Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, […]
Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. And each time I do, I immediately identify one thing that the top reps are doing that the other reps aren’t. I’ve been doing […]
Are you ready for some football? Ok, it’s a little early, but this Thursday, May 12, 2022, the NFL releases the season schedule! As I thought about the teams currently in mini-camps, I thought about the coaching staffs. I thought about all the professional athletes who are still being coached, day in and day out, […]
Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Other companies have a bell to ring, so, again, other team members can be encouraged by […]
How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?” OR “Have you spoken to him/her before?” OR “Is he/she expecting your call?” Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. […]
Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home: One day my router stopped working and my internet went out. I was in the middle […]
This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? 🙂 ) For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. The question is: what do you say […]
How do you open your calls? Do you ask, “How are you today?” or do you use a different opening? There was a time when I was against using the worn-out opening of, “How are you today?” and provided a slew of different options—all of which had their place, and some of which I still […]
