Or, it’s not what you sell, but how you sell. When you call someone and don’t receive a return call, what thoughts go through your head? When you send an email to a prospect and receive no response, how do you feel? In conversation with sellers, they often tell me that their biggest source of ... Read Post

“You shut your mouth when you’re talking to me!” Some readers might recall the source of this infamous confusion. It came from the movie Wedding Crashers. In sales, we mimic this noxious craziness every day without batting an eye. We hire salespeople and drop a heavy quota on their shoulders. We pay them a base ... Read Post

What is the principle of sunk cost, and how can it be practically applied to sales? For it certainly can. Sunk cost is a principle of economics. Sunk costs are costs that a company has already invested in products or services that must now be profitably recovered. These are costs that your company has already ... Read Post

Lisa loves being a top contributor to SalesPOP! for a variety of reasons. “The quality of the SalesPOP! blog is very high,” she says. “I’ve been asked to be a contributor to many E-newsletters and blogs over the years, but SalesPOP! is the best by far. The target audience for SalesPOP! is very similar to ... Read Post

Each year, Richardson Sales Training surveys sales challenges that professionals anticipate in the coming year. Here are 6 key ones, with solutions. Read Post

Does great sales leadership have a formula? Maybe not, but it will be found that all great sales leaders who achieve great sales success share common characteristics. Throughout my 25-year career in corporate sales, I’ve had the pleasure of working for (and with) a good number of fantastic sales leaders. They were highly inspirational people ... Read Post

As the B2B landscape changes and evolves, companies continue to ask themselves the question – how can we improve sales productivity? Unfortunately, there are many misconceptions woven into the fabric of today’s B2B sales culture. Until these incorrect beliefs and practices are corrected, sales reps won’t achieve their productivity goals. So follow along as we ... Read Post

It is often said that for business success, sales networking is essential. But if we’re honest, there are few of us that are actually good at it. Networking is either avoided altogether, or presented with a face-to-face networking situation, we fail to really engage and exploit the opportunities the encounter offers. Why does this happen? ... Read Post