It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January? Can you identify the areas you’ve improved in and measure their impact on your closing rates? If you’re like the vast majority of sales reps (or sales teams), the answer […]
Hope you had a great July Fourth! Summer is now officially started, and it’s a great time to enjoy some family time, go on vacation, recharge your batteries, and enjoy a little downtime before the big push of the 3rd & 4th quarters. It’s also a great time to feed your motivational well! I love […]
I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. And I still hear the same mistakes…. Here are three things NOT to say if you want to become more effective at opening and closing more sales: […]
Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales […]
What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast… If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all […]
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, […]
