Sales Steroid – Referral Challenge 3 – Who’s your neighbor?

So, here’s week 3 of the Sales Steroid Challenge regarding referrals. Week 1 – call 10 existing clients and ask for 2 referrals from each of them. 20 Referrals Week 2 – ask each of the people you re meeting with this week to give you 2 referrals each. 20 Referrals Week 3 – this […]

5 Point Roll?

I remember back in my college days, I decided to attempt a parachute jump. This is really funny for those of you who know me because I am not great with heights (actually I’m atrocious with heights.) There was some logic going on though, as I thought it would cure my fear …. FAIL…it didn’t!! […]

Strategy, Patience, Attitude, Discipline, Execution – SPADE – Brad Thomson

Another little acronym to help remember some key points. As we dig for gold (our goals, dreams, visions), here’s an easy way to keep us on track. Strategy – The difference between a dream and a goal is that a goal has a deadline and a plan. Have you broken down your goal into a […]

SOME THINGS NEVER CHANGE!!

It is quite amazing to look back after 30 years in sales, to see what has changed and what has stayed the same. Computers, laptops and PDA’s have largely replaced rate books, flip folders, flip charts … sales “presentations” are more tech savvy and “sexy” … Massive strides have been made in the use of […]

Sales Steroid – Referral Challenge 2

My challenges over the last couple of weeks have all been about developing habits that enable us to grow / go further than we ever imagined in the sales business. Last week I challenged you to call 10 people or clients that you knew would assists you and ask each of them for 2 referrals. […]

Sales Steroids – Referral Challenge 1 – There’s no business like REFERRAL BUSINESS!

Talk about tiny actions that produce incredible results, this is going to be the challenge for you! One of the least effective areas of most salespeople’s practices is also the one that, if mastered could be the difference between Mr or Mrs Average, and Sales Superhero – and I’m not even kidding – I’m as […]

There’s no Business like Referral Business…

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 email, triple “opt-in” system with […]

As a Sales Professional – Are You Still Pitching…?

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 salesperson’s attempts to get the […]

You can Get Bitter or You can Get Better – it’s your choice….

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 industries with questionable tactics as […]

Sales Steroid – Video and Prospecting Challenge!

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 free to go watch something […]