A while ago, I got a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened: I was on my way to work with a new client when I stopped at Starbucks for a cup of coffee. As I stood in line, I glanced out the […]
Introduction: According to CEOInsights.com, over 48% of inside sales companies surveyed reported that they missed their monthly revenues goals more times in a 12-month cycle than they reached them. Other sales indicators like time on the phone, closing ratios, percentage to monthly goal, etc, pipeline accuracy inevitably suffered as well as sales teams struggled to […]
First, let’s start with the real problem which is that most sales reps just don’t know how to really engage and talk to people. That’s really the bottom line. Most sales reps are more interested in pitching their products or services and don’t treat the people they are speaking with like people. A long time […]
Do you know the name, Phil Emery? He is the G.M. of the Chicago Bears and his rise to this prized position – there have only been five G.M.’s in Bears history – is one of the fastest in all of the NFL. Emery started out as the strength and conditioning coach at the Naval […]
Introduction At some point in a company’s development, it becomes a priority to focus on and to change the existing sales culture. This need to change can be driven by many factors including slumping or declining sales numbers, or a change in focus from a customer service oriented sales team taking inbound leads to a […]
If you’re in charge of hiring, training and developing inside sales reps, then what you’re about to read may shock you a little bit, but it will also resonate with you and explain why many of the reps you hire ultimately fail. In their book, “How to Hire and Develop Your Next Top Performer” by […]
Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein changed modern physics. Steve Jobs changed the world of computing. And Paul […]
Many times a week I’m asked several things: “Is cold calling dead?” “What is the best way to keep track of your calls and call backs?” “Is there an easy way to record your calls?” “How can you keep all your scripts near you so they are easy to get to when you need them?” […]
I consult with a lot of business owners, and I hear a common complaint: “The sales team isn’t making their revenue numbers and my sales manager doesn’t seem to know what to do to get them to improve. What should I do?” After reviewing their sales processes, their training program, sales scripts, etc., I always […]
What’s the first thing that goes through your head when you get a call from a sales rep? If you answered, “I can’t wait to get them off the phone,” then you’re not alone. In fact, when a telemarketer calls me up at home and says those words that immediately identify them as a sales […]
