In a recent company consult, I came across an “all-too-familiar” scenario. The company had team of 10 Sales Representatives. The company had a great product. They had an external automated lead-generator service provider that was costing them in the region of $ 1000-00 per month. It was an automated, 7 […]
Before I begin, maybe we should get on the same page? PITCHING: a definition. A, somewhat rehearsed presentation, stating a product or service’s benefits, presented with the intention of persuading another person to purchase said products or services as soon as possible. OK so the pitch is a […]
Few would argue that we are experiencing tough times. The market place is in a state of tremendous flux. Prices can change significantly based purely on a politician or businessman’s comments. Competition in some sectors has become fierce with new company’s entering the fray daily (with many trying to disrupt […]
I am going to issue a challenge today, to folks who are happy to put in a bit of effort and attempt to boost their productivity and sales! It’s not a magic pill people – it’s going to require some effort, so if you’re not up for the effort, feel […]
For me it’s always disappointing to have a door closed by a potential prospect. In all my years of selling I think there have really only been a handful of folks that, I believe, have behaved really poorly and that I was quite happy to never have to deal with […]
I love human beings (well, most of them!) What a fascinating, interesting, sometimes frustrating, wonderful part of our experience. I am also a huge believer in the fact that we are each totally unique and totally special in our own way. Consequently, I am convinced that each human being is, […]
OK, so I am thinking through, deliberating, chewing, pondering over the concept of Self Sabotage. At the outset of this blog let me say that it might simply be a massive exercise in “splitting hairs!” , so before you shoot me down let me reiterate that, for me at least, […]
One of the most impactful mentors I’ve had the pleasure of learning from, Mark Keating from SalesGuru, would often say that in most cases salespeople don’t have a closing problem, they have an opening problem!! Now, there are many layers to that statement but one of the key issues he […]
As Forrest Gump might say, “Objections and Sales are like Peas and Carrots cause you always find them together”. You simply cannot be in the sales business without encountering objections ! The very word OBJECTIONS strikes fear into the heart of even the most seasoned salesperson and can cause people […]
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