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…
So you’ve experienced some early growth in your tech startup and want to scale your sales team. Or maybe you’re a sales leader at your company and it’s time to build out a bigger crew. Either way, you have your mind set on scoring a deluge of new customers or clients. First off, good…
No more no-shows. That would be nice, right? Well, the truth is we can never totally eliminate no-shows to sales appointments. Emergencies happen. Schedules change. Other meetings take priority. But… you can drastically reduce the number of no-shows you’re experiencing. And if you’re reading this article, I imagine no-shows are becoming a big…
Are you a sales director or sales manager? A founder of a startup who wants to SCALE to the moon? Or a salesperson yourself? If you work in sales at your organization, you must learn how to create and track pillar KPIs. Tracking KPIs is simple, and it’s an important pulse-check that integrates into…
So you want to sell to the C-suite… during a recession… when companies are pinching pennies and trimming their budgets. Good for you! I would argue that a recession is the BEST time to sell to the c-level executives, from the mid-sized company right on up to enterprise outfits. And today I’m…