Jumpstart your Sales Career!

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If you are a recent college graduate considering a career in sales (or just new to sales) here are 10 “best practices” to help you jumpstart your sales career: Sell something that you are passionate about or believe strongly in…don’t just settle for a paycheck! Remember…if you wouldn’t buy it…you can’t sell it. In addition to […]

A Salesperson’s Worst Nightmare

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Does the following story sound all too familiar? You spend countless hours in research, pre-call planning and strategy sessions getting ready to call on a new, high potential prospect otherwise known as the “big one.” You know that this sale could make your month, your quarter, or even your year.  As you prepare for your […]

The Secret to Motivating your Salespeople

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Managers are not all created equal. Some stink at their job while others have a loyal team, meeting and surpassing their sales goals.   The secret is that successful sales managers create a motivating environment where salespeople can thrive! I’d like to share some of our research as well as one of our sales management tools […]

Keys to Using LinkedIn for Business Development

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I facilitated a very Successful Selling through Social Media workshop in Nashville this past Thursday.  While I received a lot of positive comments about the workshop the modules that received the most positive comments were: Optimizing LinkedIn Profile/Headline Creating your LinkedIn Summary Learning about LinkedIn Pulse/Blogs Using LinkedIn for Lead Generation Leveraging LinkedIn Groups Given the […]

10 Secrets of Master Negotiators

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When I’m leading a workshop, facilitating a seminar or speaking at a sales meeting or convention I always ask the audience, “Who feels that they are a good negotiator?”  So few hands go up I felt I needed to write this post! The best negotiators I know listen more than they talk, ask great questions, […]

The 5 Keys to Sales Leadership…continued

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I posted a blog on LinkedIn on September 27, 2015 entitled The 5 Keys to Sales Leadership.  That post had almost 15,000 views, close to 500 likes and 49 comments.  Since the topic of sales leadership seems of great interest to the audience (given the analytics) I decided to add to the content. As a […]

4 Reasons People Don’t Buy

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During my sales training programs and/or 1-on-1 sales coaching engagements I often share sales and sales management best practices from over 30,000 salespeople, sales leaders and business executives from a variety of industries across the globe as well as buyer-based behaviors I’ve collected over the past 40 years. One topic that has been consistent during […]

3 Keys to Optimizing your Business Strategy

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If you are a small to mid-sized business owner looking to optimize your business strategy here are my top three keys: 1. Create/Articulate your unique value proposition (UVP) A value proposition is a two-sentence phrase that communicates what it is that your company does that your competition doesn’t do, can’t do or won’t do in the […]

Sales Pipeline or Sales Pipe Dream?

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If you’re in sales or sales leadership I have two important questions to ask you: Is the size/quality of your pipeline sufficient to achieve your personal and/or professional goals? Does your current pipeline include a lot of prospects who won’t say yes but haven’t said no? Too many sales organizations/businesses have a false sense of […]

12 Reasons Why Sales Training Fails

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Companies across the globe spend billions of dollars a year on training/professional development yet are increasingly frustrated when their expenditure doesn’t drive a significant change in behavior nor does it deliver the desired results!  So why do I think this is the case?  Based upon my research the top 12 reasons why sales training fails […]

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