Bi-weekly sales tips and strategies newsletter.
What do gasoline and enthusiasm have in common? They both give us the power to drive us forward. In an engine, gasoline is ignited, unleashing the power to drive our vehicles. In much the same way enthusiasm — properly ignited –drives us forward in our business, in our relationships and in our lives. Enthusiasm is…
These are trying times, but it’s no excuse for lack of performance. Sales pros in every field can take advantage of this down market and actually increase their sales. In markets like this, the order takers are weeded out and the sales pros with a more systematic, pro-active and disciplined approach are rewarded. Here are…
Defining what success looks like is one of the most important fundamentals of running effective meetings. We need to understand before the meeting what we are trying to accomplish and then set the agenda with items that will help us efficiently accomplish it. And don’t get too ambitious here. Each meeting should try to accomplish…
In very much the same way, if you want to be very successful in sales then you need to learn how to communicate effectively to your audience in the sales arena. Few of us have had the pleasure of working with a Sales Professional with truly excellent communication skills. We’re talking about a professional who…
We’ve run more than 10,000 sales meetings and have found that the best predictor of the outcome of the meeting is the pre-call planning that happens before the meeting. Pre-call planning is all about walking into an appointment with a buyer and being totally prepared for and focused on the job at hand. And when…
