Better Sales Prospecting
Sales Prospecting – How to avoid 5 Common Pitfalls January always means new (or renewed) intentions, goals and looking at the year ahead. In sales that means we need to bring in new business, prospect...
View ArticleHow long is your sales cycle?
When you ask a sales person, their sales manager, or the CEO of the organization how long their sales cycles are, you usually get mixed responses. In some cases, you get blank stares, in other...
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Selling Technology
Traditionally, sales people (especially when they are selling technology or technology enabled solutions) are trained and conditioned to lead with features and benefits rather than focusing on the...
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5 Ways to Make More Money in 2017
In sales, it’s all about building relationship so we can gain the trust of our prospects, help them with relevant value solutions, close business and make more money. In the end, it’s all about the...
View ArticleCommunicating Effectively
When thinking about 2017, I try to reflect on 2016 to see where I might have missed a step and what areas are ripe for improvement. Here’s one of my thoughts. It’s always a challenge to employ...
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Sales Coaching = Sales Success
Jason Weske, Manager at Cradlepoint showcases some of the findings of a management workshop that we hosted. Sales Training Best Practices Successful Managers Follow In working with hundreds of...
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Courtesy in Sales is important
Recently, I have been following a LinkedIn discussion where the following question was posed? When calling on people, should you ask a prospect whether it’s a good time to speak? Simple business...
View ArticleDoes Your CEO Support Your Sales Philosophy?
Every organization should have a sales philosophy and it should be supported by the CEO. In my experience, successful sales models only work if the CEO understands the process and embraces it. Why?...
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Sales Success – Namaste
In Sales, only the numbers count. Sales Success is measured by closed business. In Yoga, the results show in peace of mind. Both practices require persistence and patience. What’s most important...
View ArticleYou think people will remember you, think again….
Sales people often believe that prospects will remember their emails or voice mails, when in actuality we are really not that important. It’s a crowded business environment and we get inundated with...
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