There is a startling statistic that should be keeping us sales professionals up at night. We should write it on post-it-notes and stick those notes in our offices, cars and on mirrors as a constant reminder of the sales we’re leaving on the table. This is the statistic: 96% of sales professionals quit following up ... Read Post

Great sales professionals always ask effective sales questions in order to influence and engage customers and prospects. Questions that are well thought out change the whole dynamic of a sales conversation, set you well apart from your competition, and result in increased business. On the management side, sales managers use provocative coaching questions to shift ... Read Post

Executive buyers report that only 22% of sellers can relate to their issues and how they might help. (Source: Forrester Research) Question: How does the 48-Hour Rule™ apply to executive engagement? Answer: Let’s start with what we mean by The 48-Hour Rule? The 48-Hour Rule stipulates that to maintain sales momentum you need to consider ... Read Post

After lots of hard work, it’s a won deal! Now is the time to show your professionalism and your poise--it’s not a sales win till it’s in. Read Post

Yes believe it or not, depending on when you are reading this, we are just about to start or are already in fourth quarter. In my opinion, the fourth quarter is the most important business growth quarter of the year. However, it can often be the forgotten or most ignored quarter too. And believe me ... Read Post

Readers of this blog may be well acquainted with the AIDAS theory of selling. In essence, a prospect goes through five definitive stages before they are happy with a product. AIDAS stands for Attention – Interest – Desire – Action – Satisfaction. An SDR should start with grabbing the prospect’s attention towards themselves or the ... Read Post

Do you still have a company overview slide lurking around in your presentation? You know the slide – the one that lists company awards, key customers, a timeline of your products, and a generic elevator pitch about what you do. If you still have that slide(s), you’re not alone. But be warned: the clock is ... Read Post

Everyone has their own unique story of how they got into sales. For me, it started with a job in software implementations, in which I was promoted to manager. My staff, who were my former peers, had trouble with my overachiever management style so the company moved me into sales. Early in my sales career, ... Read Post