Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.” It’s time to stop the pity party and conduct a reality ...
If you want to be noticed and remembered, there are some simple, even obvious, things you can do - you might be surprised by the results!
“Things are not always what they seem.” We can thank Phaedrus, an Athenian who lived around 400 BC, for that insight. He’s also credited with saying “opportunity has hair in front, but is bald behind.” A curious metaphor. Phaedrus isn’t the up-tempo spirit I’d want on my innovation team today. But he’s my kind of ...
How to be a Brilliant Sales Leader in 16 Easy Steps We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Whereas guidance from pundits can be useful, it ...
I am going to tell a story of how dogs can help you gain referrals… …But first, let me reassure you that this article really is about gaining sales referrals, and will ultimately increase your profits. (Which is why you’re reading this magazine, right?) But I digress. Let me continue with the story. Referrals and ...
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, ...
