One of the best strategies to gain increased engagement with a prospect or customer is to approach them with three thoughtful, relevant ideas about how you can help their business. In this way, you’ll drive an agenda favorable to your business, increase your credibility as a strategic partner, and differentiate yourself from the competition. I […]
Customer Relationship Management
To Win the Sale, Rewrite the Rulebook
The best salespeople are proactive and take control of the sale. Rather than simply allowing themselves to be led by a customer who controls the agenda, top producers constantly add value, establish their authority as thought leaders, and steer the customer’s thinking in favorable directions. They don’t play by the rules, but instead look for opportunities […]
Deconstructing “The Joy of A Salesman” Video
What is “The Joy of a Salesman”? A couple of months ago I received a link to this video from two separate friends in the sales game. It was posted on YouTube by “mrsalesguy01” back on August 9th but it didn’t come to my attention until October. As of today it has accumulated a very […]
Calculating the True Cost of Marketing
Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on […]
Explaining The Sales Cycle
Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along […]
Recruiting Top Producing Salespeople
Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be […]
The World’s Greatest Sales Team?
This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies […]
