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The communications revolution in which we’re engaged has has a profound impact on how salespeople achieve success. Buyers Are Now in Charge! Today buyers often completely pass up the the traditional selling model, instead accessing blogs, Facebook, Twitter, YouTube, LinkedIn and other web-based tools. They learn for themselves all about your offerings, as well as ...

In sales, a scorecard for your salespeople is an invaluable tool. Not only can the scorecard be used to clearly articulate the goals for each person, but also measure and evaluate his or her performance at any point in time. Performance metrics are about keeping score as the “game” is played. No matter what sport ...

Quota success can never be guaranteed, but here are 10 simple things sales can do to increase the odds of knocking the ball out of the park. Understand the strategy of the organization intimately. If you don’t know exactly and in detail what the strategic objectives are, your sales plan will lack the focus and ...

Within my speaking/training business, I always had a product mix to offer clients – books, audio and video programs, and assessments. I started offering paper-based assessments to clients in 1975. In 1996, when my Platinum Rule® book was released by Warner Books, I decided to create an online assessment for the sole purpose to sell ...

Most sellers don’t want to think about their sales process. After all, it’s more ‘Art’ than ‘Science’, comes naturally and every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. So, what are the benefits of a Clearly Defined and Adhered to Sales Process? A baseline, representing ...

Here are 13 unconventional, bold sales maneuvers that can rapidly snag a deal for a salesperson. It truly means thinking outside the box

To begin, I must re-emphasize what I said in my last article in this series on Salesperson Fitness. The ancient Greeks brought forth a philosophical approach of separating the mind, body and spirit so that you could, if you wished, only live for one of these–an attitude which in some quarters continues today. Even though ...

That time is upon us once again–that time for sales resolutions. What are we aiming to do next year to vastly improve on this year’s sales results? For professional salespeople, year-end holidays can serve as a time for reflection on our work over the past year, results, and the impact we’ve had on our co-workers, ...