Data doesn’t sell. Stories do. I’ve seen way too many failed attempts by sellers as they try to persuade customers – by using data as their tool. It just doesn’t work. A winning delivery is about crafting a memorable and emotional story. Here are some elements that your story should include that will grab their ... Read Post

The sales force is a backbone for any corporate player. No company can afford to demoralize or de-motivate its sales force since it can directly impact a company’s performance momentum and can decline growth. Someone nicely quoted – “The sales team is the biggest strength for any company but at the same time it is ... Read Post

Isn’t it great when you’re contacted by someone new and the conversation opens like this, “Your customer told me you can help me like you helped them.” There isn’t a sweeter lead than a referral. Everyone likes referrals, but only the best salespeople work at receiving more. One way to improve the number of referrals ... Read Post

Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really ... Read Post

Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success. I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure ... Read Post

The key to success, in pretty much any endeavor (including sales target attainment), is being able to clearly identify a goal, define the steps needed to achieve that goal, and then cut out any extraneous noise or distractions so that you can focus exclusively on execution and reaching the goal. Ask anyone who’s been there: ... Read Post

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor 3-act play. Any seller that has seen Glengarry Glen Ross ... Read Post

In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. Changing People Have you ever really tried to change someone? Did you succeed? A “no” answer to that second one would put you ... Read Post