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Flaws and Costs in the Traditional Sales Hiring Process Weak salespeople cost companies millions of dollars every year. When you have weak salespeople, they struggle, you get frustrated, and your company loses millions in revenue and profit. In contrast, when you have strong salespeople, they make your company millions every year. With strong salespeople, you ...

This year I have been skiing quite a lot. This is because we have had great snowfalls, and also because I’m Austrian and, well, that’s what we do. Two years ago my son’s girlfriend began in the sport. While she’s making good progress, I’m also aware of how important a solid foundation is for her. ...

No doubt, you have seen this quantum shift and its consequences in your industry: your competitors have increased in number and become more aggressive. Your products or services are more difficult to sell than in the past. It has become a challenge just to differentiate your company from your competitors, and price issues are a ...

Q2 – Kick into Gear The second quarter is here, along with the often frenetic countdown toward meeting those quarterly quotas. The sales leadership team has decided that in order to achieve the very aggressive and always-looming revenue goals, bringing in at least one ‘big score’ this year is a strategic necessity. In preparation to ...

Excerpted from the book Social Upheaval: How to win @ Social Selling Now, I know that many salespeople will balk at the very thought of being content creators. Many find writing difficult, if not almost impossible. The confidence many have in their oral skills evaporates the moment they are required to transfer their thoughts to ...

Video is perhaps the most valuable tool for the sales professional today, and used properly can help establish you as an expert, evaluate your presence in the industry, and help you prospect. Think that is crazy talk? Well, I invite you to join me for this episode of my YouTube show Cap’s Car Cast. Enjoy ...

Satisfying your customers isn’t good enough in today’s competitive markets. Meeting their needs falls short of earning their loyalty. You need to dazzle them; leave them “breathless” whenever they touch your organization. Here are three steps sales leaders can take: 1. Hire “human-being lovers” – salespeople who have an innate desire to serve their fellow ...

Before taking a sales management position, I highly advise that you ask these questions. The answers will really help you decide if you’re making the right choice.

Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ...

Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ...