Flogging products is disgusting pretty well sums up how I feel about salespeople who try to push the wares of their organization down my throat when I’m looking to get my needs satisfied. The flogging process is a one-way street where the sales person’s sole objective is to sell the product or service inventory they’ve ...
What’s a ‘leaner’? It’s a prospect that’s leaning your way after having heard your ‘un-sales’ pitch over a rather lengthy engagement period. And it’s a prospect that, once they fall your way, will never have to be sold again. They’re all in with you and the organization you represent. They believe you and they trust ...
What defines a great salesperson? The number of products sold and revenue generated? No. I don’t believe so. Products and revenue are the result of the sales effort; the more effective the sales effort, the higher the economic return to the organization and the higher bonus for the salesperson. Here are the practices that define ...
Having ‘line of sight’ is the skill that will set you apart from every other sales leader. Some experts believe that a staggering 95% of employees in an organization are either unaware of or do not understand the strategy. No wonder execution fails! One of the biggest issues in any organization is the lack of ...
I feel for those young people who are thirsting for advice on how to improve their leadership skills. Where do you turn for trusted information? Who’s leadership narrative do you believe? It’s overwhelming, to say the least. Google ‘leadership’ and you are presented with way too many sources that can reasonably be consumed — that ...
If you think about it, competencies in any craft are distributed in binomial fashion. At the far right are those precious few individuals who excel, while the crowd hugs the middle of the distribution curve and bulges around the vertical or y-axis. Then there are those who linger at the far left of the curve. ...
How many salespeople would consciously put their sale at risk in order to protect a long term customer relationship? How many would continue to put time in with the customer even though they realize the probability of making the immediate sale is low? How many would put their yearly quota in jeopardy in favour of ...
I know it’s almost impossible to reduce all of the qualities of an amazing leader down to two, but in my 40-year leadership experience, there are two actions standout leaders take to distance themselves from the herd of leaders out there. NUGGET #1: Stop doing stuff Most sales leaders think winning is about performing the ...
How do you get sales viewed more as a strategic asset than a flogger of wares? My experience is that most organizations underutilize sales because they treat it as a traditional tactical tool rather than as a strategic asset. Today the focus tends to be on how traditional sales can be more efficient — providing ...
My view has always been that every person should be in the job-hunting game even though they may be happy in their current position. You never know when your current happy state will change and you find yourself looking for another opportunity. It may be in sales or it may not, it really doesn’t matter. ...
First of all a sales leader can’t bond with a sales team. You can influence the team and you can get them collectively leaning your way as supporters. But it’s virtually impossible to bond with individuals who are in a crowd; they share a common denominator that is exercised along with everyone around them. This ...
How often do you get the feeling that once the salesperson you are dealing with finally gets that you’re not interested in buying from them, they abruptly start to close down the conversation and usher you to the door? It’s like “Now that I see that you’re not going to but anything from me, I’m ...
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