You 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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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 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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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...
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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...
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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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...
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Buyer & Seller Fears
Happy reading and in light of Halloween coming up, Don’t De Scared!! Sales people often carry a conscious or sub-conscious fear of rejection. And on the other side, we often find buyers who are fearful...
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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...
View Article5 Fundamentals of Sales Success
I have been skiing a lot this year, because we have had decent amounts of snow and also because I am Austrian, and that’s what we do. I am also the Chief Sales Officer of my company, so sales success...
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...
View ArticleBetter 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...
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Holiday Cheer – Stay Clear of Fear
Reflecting on 2015 I would like to share some best practices and observations we have been so fortunate to experience, hoping that we will continue our journey together into a successful 2016. Sales...
View ArticleThe Fear of Cold Calling
It’s real. Cold Calling is scary to most sales people. BUT, contrary to popular belief and many articles written on that topic, Cold Calling is NOT dead. Just because social media can provide some...
View ArticleLet me explain to you how our organization works…..
….that is the line that was shared with me verbatim today by an account executive of the leading CRM organization, Salesforce. Here is the situation. I love Salesforce – not only are they the market...
View ArticleSales Prospecting: How Many Times Is Too Many?
Very often I get the question from clients and sales people as to how many times one should reach out to a prospect before being viewed as a nuisance. The answer often surprises them. Until They...
View ArticlePart II: Failing Sales People & Fear – How to Overcome
In the first chapter of this topic I was talking about the reasons why some sales people fail. Very often it is fear. The only way to overcome that is to identify when we are afraid and then to work...
View ArticleMaybe your Sales People are Afraid?
I know, it sounds a bit silly. Afraid of what? Well, here is the thing. In my experience, many sales people are actually afraid of rejection. Why? Because there is no business practice where you have...
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Sales for Twitter
Selling Twitter Advertising – Should traditional sales methods apply? For sure! Social media analysis or social media advertising is a service such like any other. These days, it’s probably more...
View ArticleThe DRESS Phenomenon & the Color of Sales Perception
Last month I attended a book presentation hosted by the University of Rochester New York Metro Women. A friend who is an Alumni invited me to this event and I was intrigued, because of the book’s...
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