Whether you lead a sales team or you’re the one making calls, imagine waking up one morning and suddenly you’re back in the early 1800’s. There are no telephones, no ZoomInfo to find leads, no CRMs. So how would you make your quota this month? With a whole lot of blood, sweat, and tears. That’s…
Feel like you’re burning out in sales or in your entrepreneurial venture? If so, this article has your name written all over it. It’s not your typical advice that so many self-help gurus offer. In fact, I’ll go out and say it: Burnout is often a figment of your imagination. It simply doesn’t exist…
John Maxwell once wrote, “Fail early, fail often, but always fail forward.” This is a mantra that we live by in my sales organization. We have to accept that failure is part of the process and necessary to achieve success. Failure is inevitable. There’s simply no way around it. You’ll be presented with…
“Help! I’m having a hard time reading the room! How can I tell if my prospect wants to buy?” I hear it all the time. Sales professionals simply don’t know where they stand with a prospect — even when the sales meeting is coming to an end! Here’s what to do about it. …
Having trouble finding or closing new customers or accounts? If so, you’re not alone. It can happen to the best sales teams in the world. It’s the natural order of things. You’ll have good years and bad years. Good months and bad months. Even week-to-week might fluctuate. Is it a performance issue? Perhaps. But…
You don’t close a sale, you open a relationship. If I had known that early in my career, I would have saved a lot of deals, not to mention lifelong relationships. Relationships are everything in sales. This has been true for hundreds, maybe even thousands of years. And it’s still true today. While times…
Cold calling, or really any type of sales, is a proving ground for negotiation skills. If you have strong negotiation chops, then you close more deals than the average salesperson. It’s just a fact of life. And if you’re a sales leader with negotiation skills, then you’re more likely to lead your team in the…
Assumptive selling. Here’s what it is and how YOU can leverage it in your organization to experience a serious breakthrough in sales. That’s what we’re covering today. Picture this… A few weeks ago a young guy came knocking on my door selling pest control services. I stood and listened as he droned on…
Let’s not waste any time here. When you go-to-market with a B2B offer, you’re absolutely missing out if you’re not upselling, cross-selling, and downselling your customers. Now, if you aren’t doing this, it’s really no fault of your own (I’ll let you off the hook for a moment). The truth is, most sales teams…
I recently wrote an article on how to scale a sales team. And this week I want to zoom in and discuss the process of finding the right individuals to hire for sales. Who are these rockstars? Where are they hiding? And how can you fill your roster with the best salespeople so you…