Glossies or no glossies? There appears to be quite a disconnect between the Sales and Marketing departments in many organizations. It appears that salespeople often blame marketing for producing artwork and collateral that the salespeople were not consulted about prior to production – and marketing often complain that salespeople are […]
As Jeffrey Gitomer says “Client’s see you for their reasons not yours!” To often, in sales, salespeople get so excited(or desperate!) about their chances of selling that they end up simply talking about themselves, their company and their amazing product, that they actually forget that there’s another human being involved […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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