Sales & Metrics – What Are We Really Measuring?
As a consultative business development specialist my clients often ask me to provide metrics on my sales efforts. Fair enough, but what do they really mean? In too many cases metrics are used to...
View ArticleSetting your Benchmarks for Hiring Sales People
Having been in the field of sales and sales training for so many years, I know the recruiting process can be complicated, lengthy and full of pitfalls. Do you go with your gut feeling? Do you trust all...
View ArticleAre Sales People 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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… and do you think sales people should be pushy?
For those of you who have been following my blog for some time, you’ve probably noticed that I often shine a critical light on sales professionals because I unfortunately receive a number of...
View ArticleCustomer Service & Sales? Aren’t We All in the Same (Sales) Boat?
How do you measure good customer service and why is it important to sales people? It’s really quite simple. Good customer service means that the issue that was raised during a customer service...
View ArticleArticle 4
First off, we want send our best wishes to the people of the areas that have been affected during Hurricane Sandy. It certainly has been a devastating storm and while my family and home were personally...
View ArticleGet Prepared Before You Pick Up The Phone
Let me start with a question: Have you ever received a phone call from a sales person who stutters around, doesn’t really know who you are, what your company does and starts rambling about some...
View ArticleSet intentions instead of New Year’s resolutions
The other day I went to the gym and as usual, it was packed. It’s like this every year once the “New” year has started. Everybody wants to fulfill their resolutions and it’s all starting on January 1....
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Our Latest Super-Seller Graduates!!
Today, on Valentine’s day we wanted to share a special present that we received from one of our participants. A wonderful testimonial from one of our recent CSC Graduates: Tom, Monika, Marcia, … I want...
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Trusted Consultant or Product Guru? Which Are You?
When salespeople with traditional training (or none at all) start struggling, I have witnessed far too often that they tend to become overeager, focused even more so on the features and benefits of...
View ArticleDare to Be Counter-Intuitive!
Recently, I finished reading a book written by one of the “Housewives of New York”, Carole Razdiwill. Don’t judge me, I love watching these shows. It’s one of my guilty pleasures. Contrary to popular...
View ArticleWomen in Sales – Are We Equals?
Last week, on the train back from a business meeting in New York City, I started reading Sheryl Sandberg’s book “Lean In”. I honestly didn’t expect it to be a page turner but it turned out to be just...
View ArticleSales, Social Media & You
More and more sales people are using social media to help them prospect and develop new business. It’s certainly an avenue that I use for my client development. Used wisely and effectively it’s a great...
View Article5 Steps to Keep Control of the Sale
Buying or leasing a car is an emotional decision. At least for me it is and listening to most of my friends it feels like it’s similar for them. Yes, you are buying a product but you are also making a...
View ArticleHow effective are voice mails?
Many sales people struggle with the decision as to whether they should leave a voice mail message or not. In a consultative sales environment, once you have identified your ideal client profile and you...
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Adjust your Treadmill Once in a While & Improve Your Sales
I don’t like going to the gym, I really don’t. Lifting weights is OK, but going on the treadmill is almost punishment for me. I have to distract myself with music, conversations (if I have enough...
View ArticleLean Forward – Or Walk Away?
Recognizing Buying Signs & Gaining Commitments The purpose of sales is to close business and increase revenue (and profits, too!). While this might be obvious to some, one would be surprised how...
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Courage in a bottle – Are you brave?
Courage in a bottle? Some words of wisdom from the Wizard of Oz. Since lions are supposed to be “The Kings of Beasts,” the Cowardly Lion believes that his fear makes him inadequate. He does not...
View ArticleEven in Sales there are no Quick Fixes
Social Media and available technology have changed our world and the way we do business and it has made us more impatient. Now, more than ever we are hoping for a Quick Fix and advertising campaigns...
View ArticleIn Sales: There’s Nothing to Fear, but Fear Itself!
I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of...
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