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Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them. Instructions are vague. Direction is unclear. Ultimately ... Read Post
Have You Heard the Secret? There’s a secret in sales that you need to know. A secret so straightforward, yet so potent and up till now surprisingly little understood. Chances are your competitors don’t know it. I’m talking about ‘Win Themes™. Don’t be embarrassed if you’ve never heard the term; only those ‘in the know’ ... Read Post
The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. Let’s continue with more about water. As discussed in the last blog in this series, it all begins with water. That ... Read Post
Believe it or not, the achievement of a sales quota is simpler than you may think. Just look to a sales genius and one of the greatest innovators of our time, none other than Steve Jobs, and practice one of the principles that made him great: “People think focus means saying yes to the thing ... Read Post
The "long dollar" is the most valuable prize coveted by sales; it's a dollar that keeps on giving to the sales person and to the organization. Read Post
When it comes to building a business, there is a huge difference between being an expert and being an entrepreneur. Experts come up with great ideas, products, and solutions, and that’s fantastic, but entrepreneur know how to make a sale, and without sales, you have no business. As an expert, this has been a painful, ... Read Post
Instead of just a sales department, build a selling organization that coaches, encourages and rewards behaviors that contribute to financial goals. Read Post
Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, ... Read Post
