2023-06-05 17:00
If you’re new to sales, there are some sales basics that you really need to understand to be effective and really stick with the job.
In this post, I’m going to walk you through… Read More
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A resource aimed at helping leaders empower their teams to achieve peak performance.
2023-05-23 17:00
Amazon realizes it costs far less to maintain an existing customer than to convert a new customer. So they have a leadership principle called Amazon Customer Obsession to keep existing custo… Read More
2023-05-16 16:00
Sell anything with these sales tips and strategies!
Are you out there trying to sell something that seems like a bit of a challenge? I’m going to walk you through my sales tips and tri… Read More
2023-04-17 11:00
Exciting news! Your client has said to you, “yeah, let’s get going”. There’s only one problem: They want to start right now. Let’s talk about customer service r… Read More
2023-04-05 19:00
Are you looking for methods of prospecting to find and connect with more of your ideal customers? Prospecting for clients and want to prepare prospects to buy?
Whether you are a sales leader… Read More
2023-03-14 23:00
If you are new to sales, then there’s no doubt; you’re going to make a few mistakes along the way. Now, the good news is this: If we’re smart about it, we can learn fr… Read More
2023-03-07 00:30
If you are in sales, you will eventually find yourself stuck getting past the gatekeeper.
Whether you have been in sales for a while or just getting started, you’ll eventually get bloc… Read More
2023-02-24 20:00
Are you trying to build a high-performing sales team?
Whether you are a new sales leader or just trying to motivate your sales team, this post is for you.
If you’re a sales leade… Read More
2023-02-17 16:15
Practice these 3 skills to improve your listening skills in sales.
Are you having a difficult time closing your customers?
Maybe you’re finding you’re getting a lot of objections… Read More
2023-02-09 14:51
What is a unique selling proposition or USP? You may be new to sales and looking for unique selling proposition examples.
A well-developed USP will generate more sales, and more sales will g… Read More
2023-01-24 16:00
Have you ever been compelled to return a favor to someone? Maybe they helped you negotiate with a demanding customer, and now you want to return the favor.
This is the Law of Reciprocity in… Read More
2022-12-14 23:00
Are you selling to the C-suite?
Have you found it’s difficult to get the attention of these folks that are executives, busy executives at that?
Or maybe you’re finding that you&r&hell…Read More
2022-12-01 21:14
Let’s talk about how to ask for referrals in sales.
The idea of sales referrals has been around forever.
What I find though, is that a lot of business owners and entrepreneurs don&rsqu&hell…Read More
2022-10-31 12:00
Are you on track with your sales goals?
Do you even have sales goals?
This post will walk you through the best way to set sales goals that you can actually achieve, and motivate you to sell… Read More
2022-10-11 00:20
Are you procrastinating on calling a high-level prospect? Maybe you are unmotivated, hesitant, or holding off to reaching out because you’re a little bit nervous, thinking that they&rs&hell…Read More
2022-09-27 12:00
Are you repeatedly missing sales opportunities and losing prospects to action-oriented sales teams?
Or, as a motivated salesperson, do you struggle with realizing your monthly sales targets?… Read More
2022-09-20 16:00
If your outbound sales process isn’t working, or maybe you’re thinking of placing an effort in a priority around building an outbound B2B sales process, then you’ll want to… Read More
2022-09-15 21:30
If you have difficulty converting prospects to customers or you’re just struggling to close new deals, a discovery call template is a tool you need.
In B2B sales, a prospect will buy w… Read More
2022-09-06 15:15
As a sales team manager, you’ll inevitably encounter virtual team challenges when managing remote employees.
These challenges can result in low motivation, lost sales, misinformation… Read More
2022-08-15 14:05
Funny sales quotes are a lighthearted way to boost motivation and inspire your sales team.
Salespeople must continue to pacify the buyer, gain their trust, and make a sale without losing com… Read More
2022-07-30 16:00
Storytelling in sales is a game changer if you struggle to connect with prospects.
Maybe you need a new strategy to increase sales and connect with buyers? Or want prospects to identify with… Read More
2022-07-14 18:30
A sales manager’s search for proven, cost effective sales training ideas can seem exhausting.
It doesn’t have to be.
Fresh, creative sales training will propel your team towards… Read More
2022-06-29 17:25
Sales motivation is key to your team’s performance!
Are you trying to motivate your sales team? Wondering what motivates a good salesperson?
Maybe you’re seeking sales incentive… Read More
2022-05-26 03:00
If you are in sales, you understand the value of sales metrics.
The question then isn’t whether you need to measure your sales, but what are the best metrics to measure sales performan… Read More
2022-05-02 00:30
If you want to sell more, you’ll need to identify B2B lead generation strategies that work.
The problem is that selling B2B in today’s market requires that we take a strategic ap… Read More
2022-03-31 22:00
Have you ever heard of an assumptive close in sales? It’s one of 8 different closing strategies that sales professionals who sell B2B use.
The assumptive close results when a sales pro… Read More
2022-03-07 22:00
BANT is a sales qualification framework that IBM first developed in the 1950s. Today it is part of their Business Agility Solution guide.
So what does BANT mean?
What is BANT and the BANT Me… Read More
2022-02-16 20:00
What is a Sales Playbook?
A sales playbook is a readily accessible resource that captures selling strategies, resources, and best practices.
Think of a sales playbook similar to the kinds of… Read More
2022-01-22 03:55
What is a Pipeline in Business?
In simple terms, a pipeline in business represents revenue-generating opportunities.
In a B2B sales environment, a pipeline captures and shares each opportuni… Read More
2022-01-13 14:30
What is Objection Handling?
When it comes to overcoming objections, “no” means “yes!”
Sound counterintuitive?
When you hear an objection from a buyer, it can on… Read More
2021-10-15 19:56
What is virtual selling?
Virtual selling is the process by which sales professionals, executives, and business owners interact and engage with buyers virtually to introduce, convert and clos… Read More
![Account Based Sales Strategies: Your Guide For Success [2021]](https://cdn.blogarama.com/images/posts_thumbs_site_id/12838/1283839-2936534964.w320.jpg "Account Based Sales Strategies: Your Guide For Success [2021]")
2021-09-01 17:23
Selling to big companies can be a challenge, particularly if you sell a complex product or service. Determining who the buyer is and gaining their attention while you navigate a sea of decis… Read More
![20+ Best Sales Enablement Tools [2021]](https://cdn.blogarama.com/images/posts_thumbs_site_id/12838/1283839-2842257566.w320.jpg "20+ Best Sales Enablement Tools [2021]")
2021-08-25 12:27
The right sales enablement tools supercharge your sales force enablement. They focus the time and efforts of your sales team to be more productive, efficient, and effective.
A recent study b… Read More
2021-08-08 10:45
What is B2B sales? Sales leaders, sales professionals, and even seasoned sales executives continuously seek to understand the sales process, learn strategies and develop best practices to wi… Read More
2021-06-25 20:26
When my wife purchased a new vehicle several years ago, the dealer told her to take the car for the weekend.
She experienced the puppy dog close in action.
Of course, if she didn’t lik… Read More
2021-06-22 11:30
Sales Bell Curve
Several years ago, we signed up for Netflix. Instant access to movies and television shows we could binge-watch seemed exciting.
Despite the initial excitement, the novelty… Read More
2021-06-18 19:44
Asking sales questions that close the sale can be unnerving for some.
If you are comfortable connecting with people, sales activities like outreach and sharing features of your product or se… Read More
2021-06-16 02:09
When I was young, I spent a lot of time at the beach about 10 miles from where I lived.
There was a sand dune, likely 100 feet from shore, that as teenagers we would swim out to.
The depth o… Read More
2021-06-11 14:13
If you’ve been in sales for a while, then you’ve experienced selling during tough times.
Economic downturns, pandemics, or financial crashes are all difficult times to sell. Cust… Read More
2021-06-07 16:10
Have you heard of the phrase dialing for sales dollars?
In my early days of selling cars, warm sunny days were ripe for selling!
Would-be customers would flock to the dealership and line up… Read More
2021-06-04 11:48
Questions are a powerful sales tool.
They provide insights on how to best position your product or service for the best possible outcome … a sale.
After years of selling, I’ve d… Read More
2021-06-01 11:45
Are there any unknown barriers to selling that exist in your company?
This past week, I was having difficulty logging into an app I use for my work.
Firstly, after trying to log in, I was bl… Read More
2021-05-28 01:32
What is the first rule in sales? Sales is one of the few professions that don’t have a lot of rules.
There are plenty of selling strategies and best practices you can use.
As with any… Read More
2021-05-25 01:08
Marketing when the mood strikes you?
I was speaking with a client this past week, discussing ways he could find and close more customers.
When I asked about what he did for marketing, he pau… Read More
2021-05-21 16:09
Whether you are new to sales or you’re a seasoned pro, selling to big companies can be a challenge.
There is no direct route, such as when you sell to a smaller company.
What’s e… Read More
2021-05-18 02:36
Have you ever noticed that the basic sales role expectations you have of your sales team tend to go by the wayside?
Prospecting that you expect would be done daily gets done only “when… Read More
2021-05-14 01:57
Gatekeepers.
Need I say more?
It seems their sole mission in their professional life is to protect the time of your prospect.
Sometimes they’ve been told to “screen all calls,&rd&hell…Read More
2021-05-10 13:22
My son recently taught me a lesson on how to close more sales with follow-up.
He began asking a couple of weeks ago for my wife and me to buy him MLB21 for his PlayStation.
After a couple of… Read More
2021-05-06 15:42
Are you using a power statement for better prospecting?
I first stumbled across a power statement back when I was taught about having an elevator pitch.
The concept of “pitching”… Read More
2021-05-03 14:47
Whether you sell B2B or B2C, you need to triage your prospects.
In banking, the saying goes that if you borrow $100,000, you are a customer; if you borrow $1 million, you’re a partner… Read More
2021-04-26 16:05
I was speaking with the general manager of a small business last week.
When our conversation turned to discussing the performance of their sales team, the GM asked what I charged for sales t… Read More
2021-04-22 17:02
Have you considered how artificial intelligence can increase your sales?
From recommendations on leads to follow up with, to prioritizing daily activities, AI can be a game changer when it c… Read More
2021-04-21 17:02
If you lead a sales team, you know how important it is to create a strong sales culture can be.
I’m not talking about getting your team to go for drinks together, but rather have a tea… Read More
2021-04-12 17:42
If you’ve lead a sales team, invariably you are always looking for tips on how to strengthen your sales team?
Increase the teams production of prospects and sales.
Improve how they col… Read More
2021-04-07 13:06
Wondering how automation can help you sell more?
I had an email from Eric Yuan last week.
If the name sounds remotely familiar, it should. He’s the CEO of Zoom.
No, I’m not takin… Read More
2021-04-06 13:06
Have you ever tried to use emotional intelligence to make more sales?
You’ve likely heard of the term IQ (dating back to your days in public school), but what about EQ?
The term was fi… Read More
2021-04-02 14:50
Sales is a team sport. It requires everyone to be working together in support of the customer.
Sounds obvious, but apparently it’s not.
Many of the businesses I consult with haven&rsqu&hell…Read More
2021-03-30 13:13
If you’ve ever considered how to increase customer confidence, you’re not alone.
Confident customers tend to buy more without haggling over price.
They tend to openly promote the… Read More
2021-03-29 13:23
If you would have told me a few years ago that WhatsApp was a great prospecting tool, I would have thought you were crazy.
Communicating with a prospect via a text message wasn’t easil… Read More
2021-03-24 13:08
There is a reason why you should always be prospecting.
It’s a key component of being more proactive in sales.
If you want some level of predictability in your sales, then prospecting… Read More
2021-03-21 14:17
When I first entered sales, back in the 90s, it was to sell cars.
Proactive sales at the time meant I would make a coffee run for the sales team, in anticipation of a slow day.
Seriously.
Fa… Read More
2021-03-19 13:06
Cold calls aren’t easy. For this reason it’s important to get ready to make cold calls.
Think of it like preparation before game day.
It’s about getting all of your gear re… Read More
2021-03-12 19:21
Are your employees irritating your customers?
This was a question on my mind last weekend after I had left town for a few days.
During my trek, I stopped by two different destinations, both… Read More
2021-03-05 19:58
Have you ever wondered if cold calling is still effective?
In fact it’s never been more effective…
That is if you use it in the right way.
After all, you don’t want a cold… Read More
2021-03-05 19:20
Are you inadvertently depersonalizing sales?
During a conversation with a friend recently, he shared a story I hear all too often.
A social group he belongs to meets the first Tuesday of eve… Read More
2021-02-22 21:19
Do you think you are a proactive sales leader?
Many of my coaching clients do. But there’s a bit of a paradox we have to consider first.
If you are successful in sales, your time can b… Read More
2021-02-17 10:46
If you make cold calls, what happens when the prospect you are trying to reach is unavailable?
It was only a year ago that I was traveling around with a client’s sales agent, making co… Read More
2021-02-10 13:25
There’s a reason why you should start selling virtually.
Even if..
Especially if your business has historically sold in-person.
For many, the pandemic has forever changed how we sell… Read More
2021-02-05 19:09
“Please, no more cold calling,” I thought, as I approached hour seven of cold outreach.
That was how I used slow traffic days when I sold cars, now over 20 years ago.
If it was r… Read More
2021-01-26 13:28
If you’re in sales, then invariably you’ve had a customer push back, suggesting your price is way too high.
It’s happened to the best of us.
In fact, I might even argue tha… Read More
2021-01-22 14:02
With the pandemic dragging on, have you wondered if traditional selling is dead?
It is, and here’s why.
Traditional selling once meant feet on the street.
Sales agents, representatives… Read More
2021-01-21 13:33
If you’re in sales, you’ve likely struggled at one time or another with how to get your mind right.
After all, to be effective you need to be upbeat, positive, and optimistic.
Bu… Read More
2021-01-11 19:51
Have you ever wondered how to get out of a sales slump?
We’ve all faced them.
When everything goes quiet. Leads have dried up and deals to close have disappeared.
For anyone in sales… Read More
![Segment Your Customer Experience [is It Necessary?]](https://cdn.blogarama.com/images/posts_thumbs_site_id/12838/1283839-2395206443.w320.jpg "Segment Your Customer Experience [is It Necessary?]")
2020-10-05 15:08
I went away on a little “socially distant” motorcycle trip this past weekend.
When our group arrived at the motel, we looked like a bunch of bank robbers taking over the place.
O… Read More
2020-03-26 19:03
With the current business climate and market instability, there are two things you need to focus on. First, focus on your existing customers’ experience. How are there interactions and… Read More
2019-07-08 14:40
I remember the first time I received an employee performance review. My boss called me into his office, leaned back in his chair, and began reading from some papers he had laid out in front… Read More
2019-06-21 02:56
Are you motivating your employees? Although it’s easy to believe that an employee’s motivation to stay with their employer is directly related to how well they like the company… Read More
2019-05-06 01:45
When it comes to eating, for me there’s nothing like an open-faced sandwich. Forget having bread act as filler. Instead, by eliminating the sandwich lid, you can get right to the good… Read More
2017-08-03 18:07
During a talk for CAFE (the Canadian Association of Family Enterprises) I made the comment that if you’re finding it difficult to motivate those around you to have the same ambition an… Read More
2017-07-27 08:30
Today’s employees have the highest level of education to ever enter the workforce. Are you evolving your working environment to capitalize on these higher levels of knowledge and talen… Read More
2017-07-21 08:30
During the past 20 years I have managed numerous diverse teams across several industries and sectors. There has been one common thread I have dealt with amongst each of these teams: Frustrat… Read More
2017-07-17 08:30
As of this writing the global economy, specifically the North American economy is booming according to all indications. What’s interesting is that as the economy grows so too does empl… Read More
2017-07-13 08:30
I’ve yet to encounter a CEO, president or business owner who isn’t constantly considering ways in which they can grow their business. When I ask what types of initiatives they ar… Read More
2017-07-10 08:30
This past week I spoke to a group of financial leaders at their annual retreat. The group was preparing to introduce changes in how they pursued and achieved their annual objectives at the b… Read More
2017-07-06 08:30
I interact weekly with business owners and executives. One thing I’ve gleaned from these interactions is that despite the company size, industry, market, geographic location or history… Read More
2017-07-03 08:30
I spoke to a group of business professionals last week on the distinctions in preferences between different generations. You’ve likely heard some of the key differences highlighted in… Read More
2017-06-29 08:30
Empowerment is a key strategy of today’s leaders. Why? Because today’s employees have the highest levels of education to ever enter the workforce. More importantly they are train… Read More
2017-06-29 08:30
Today’s employees have the highest level of education to ever enter the workforce. Are you evolving your working environment to capitalize on these higher levels of knowledge and talen… Read More
2017-06-26 08:30
Periodically in my work with teams across North America, I come across a team member who is emphatically against any improvements or changes we try to make; even when those changes are the d… Read More
2017-06-22 08:31
I am fierce about setting goals and achieving them, almost to a fault. When I decided to quit my corporate career to start my consulting business 10 years ago I set some key goals and follow… Read More
2017-06-19 08:30
In my upcoming book “The Unstoppable Organization: Engage Employees, Empower Customers and Grow Revenue”, I write about the value of collaboration in driving better communication… Read More
2017-06-15 08:30
Leadership has been studied and analyzed for years through various theories, models and and assessments. As time progresses however we seem to make the concept of great leadership an u… Read More
2017-06-12 08:30
A client recently shared with me that one of his senior employees, a leader in the organization, always had a way of looking at the negative side of a situation rather than searching for the… Read More
2017-06-08 08:30
Success is not a solitary journey. The most successful CEOs, Presidents and Entrepreneurs that I’ve encountered have built a powerful network to assist them along their journey. They s… Read More
2017-06-05 08:30
This past week I spoke with a group of executives about increasing collaboration amongst their leadership teams. The discussion invariably tilted toward the challenges they were experiencing… Read More
2017-06-02 08:30
In this episode of Growth Inspired I had the privilege of interviewing Colleen Francis, a corporate Sales consultant and the author of Non-Stop Sales Boom (LINK). Colleen shares insights int… Read More
2017-06-01 08:30
If you were asked today to identify your successor, would a name immediately come to mind? If you’re like most of the CEOs I know, the choices aren’t so obvious. Finding the righ… Read More
2017-05-29 08:30
During this past week I’ve interacted with several CEOs, Presidents and Senior Managers, discussing their greatest challenges in today’s marketplace. It’s interesting that… Read More
2017-05-25 08:30
It’s difficult enough today to attract customers or clients only to lose them over a less than satisfying experience. I’m not talking about poor customer service, although I coul… Read More
2017-05-22 08:30
Well over a decade ago I worked for a fairly large organization that had an employee engagement problem… Everyone knew it (employees, managers, executives), and eventually the CEO dec… Read More
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