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It used to be that salespeople, by necessity, had to engage in their own lead generation. They visited potential prospects, made cold calls, attended events, even parties, dinners and golf games, in an effort to obtain leads. All of this was quite in addition to working those leads and closing deals. Today it’s not the same. ...

Greg was a sales person that I will never forget. He would often barrage prospects with a seemingly endless supply of sarcastic remarks. Though his first quip would usually inspire a grin, as the attempts at humor continued, prospects would become annoyed and then attempt to disengage from the sale. In the end, Greg’s ineffective ...

In my last blog post in this series, I discussed how a sales team must be precisely focused for the industry they are in. The sales process and all sales activities must have a precise industry-specific focus. It goes a bit deeper than that, however—for the personality profile of the reps you are hiring must ...

There is no easy way to success, but if you will follow these ten tips you could be on a right way. Super successful sellers know that it’s crucial to put clients at first place, listen to them and show them that you care. But there is a lot more than that: 1. Put Your ...

In my last blog, I pointed out that today salespeople must be customer-centric: that is, placing the majority of focus on the buyer, their issues and needs instead of the seller’s product only. In this blog let’s discuss the need to be industry-specific in these efforts, and what that requires. So now we have a ...

Often the best mentors come from the most unlikely places. There are strong parallels between what Grandma does, the priorities she lives by, and the skills necessary to be a great sales leader. Here are 19 plays from Grandma’s playbook; you can decide what they mean to you. Grandma: 1. Is the matriarch. The family holds ...

The sale is closed, the check is in the mail, now what? Traditional sales wisdom suggests that a post sale follow-up emails are a must, but the wrong approach could undo your hard work. How can you avoid annoying or overstepping boundaries when you send a follow-up emails? Avoid these common errors and opt to be ...

In my last blog, I discussed how difficult building a sales team can be, especially for a startup. Your sales reps need to be entrepreneurial-minded (what I call salespreneurs) in order to help get the company truly off the ground and headed toward success. Now let’s take a look at how these salespreneurs should focus ...