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Win more Sales! Win-Loss Analysis Moves You to Win-Win Every Time Being in sales is a tough business, particularly when you look at the odds of winning compared to losing. The only high statistic you can count on is pressure from management. This pressure increases stress and leads to an elevated rate of turnover. But ...

Why Sales and Customers Get Lost at the Front Desk Missed sales opportunities are not something any business owner wants. Most owners will extensively review operations to ensure sales opportunities don’t walk out the door. But, how many times have you wondered what’s going on at the front desk? You’re focussed on other areas of ...

The Scorecard of Closing: Improve Your Sales Tools The last article I wrote is called The Different Shades of Sales, and it’s a fact that sales have many different aspects and facets. Working in sales requires a person in their entirety, on both a personal and professional level. People in sales continue to learn and develop, ...

How Do You Define a Sales Win? There are many ways to wins in sales. Often, the only ‘win’ that salespeople get credit for is when a deal closes. However, this mentality can be harmful. This kind of thinking is how salespeople get burnt out, get discouraged, or in some cases even quit. Sales Process Steps There ...

Why High Sales EQ Sales Teams Win More Business Emotional intelligence, or EI, is a person’s ability to recognize their own, and other’s, emotions. Emotionally intelligent sales teams win more business. They are competitive and collaborative, which are two words not often used to describe a sales team. Collaboration requires teamwork and interpersonal skills. Most sales ...

What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? Probably! But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. This 4-step action ...

Vince Lombardi left a legacy of success with his passing, but his most remembered message was one we all got wrong. You’ll see what I mean when you read…

It’s Monday morning and Jennifer in Sales Management needs to provide feedback about sales performance and attitude to Joe, a team member. She dreads having this conversation because Joe is a drama king. He takes all feedback personally and usually responds with blame and excuses. Joe is what I call an “eggshell salesperson.” He cracks ...