A sales person’s job is to promote the company, so we often take for granted they are excellent employee advocates not only in one to one customer discussions, but across their social networks. Unfortunately, data shows us this isn’t always the case. In fact, aside from product specific information sales employees often lag behind other ... Read Post

After realizing you had just lost a sale, have you ever taken the “Sales Walk of Shame” back to your car and asked yourself, “What just happened?” You didn’t see it coming. In your mind, everything looked great. Your buyer assured you that things were fine and going well. Somehow, somewhere, though…somebody else sunk your ... Read Post

Any good sales agent will have a good “feel” for what customers want and need, what they are saying, and even what they are thinking. How sales professionals gain that understanding has changed in two fundamental ways: First, a newer digital environment involving big data and analytics technologies is increasingly used to gather more information ... Read Post

We live in a noisy world. Every medium competes for our attention with a constant flow of messages. For this reason, it has become more difficult for sellers to reach the customer’s “frequency.” Gallup reports that “71% of B2B customers are indifferent or actively disengaged.” This disconnect may, in part, explain why 60% of sales ... Read Post

Of course the news has rocketed around the world about the unprecedented disaster that Hurricane Harvey has wreaked upon southeastern Texas. It has displaced thousands of people and damaged hundreds of thousands of homes. It has left downtown Houston literally under water. 6 million people are affected, with half a million affected severely. Damage is ... Read Post

This might have happened to you or someone you know: great care is expended to hire a salesperson for the purpose of landing new clients. Anticipating great success, management even developed a plan for spending the surplus revenue generated by the new customers the salesperson will bring in! But then…the results aren’t what management expected ... Read Post

Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year. 1. Not having a specific quota plan that is ... Read Post

One of my best strategies for the first week on a new job is to invite the top producer out to lunch. A little flattery goes a long way for those who are somewhat egotistical along with paying for the meal at a nice restaurant. The conversation is personal until the check is in the ... Read Post