The recent pandemic is a possible threat to your sales career but probably not for the reason you think. If you’ve read my articles in the past, you know that I attribute sales success and failure primarily to activity level. If you make enough calls to talk to enough qualified prospects, and you have at […]
One Thing Leads to Sales Success Read More »
From the title, you might think this article is about networking on the golf course and having a successful business. It’s not. It actually refers to something I heard Phil Mickelson say on a recent podcast by Ed Mylett. Ed asked Phil the difference between the top golfers in the world that play on the
100 Putts to Sales Success – It Takes What It Takes Read More »
Back in 2009, while we were still in the throes of a difficult recession, I wrote an article with (almost) the same title. Well, some things have changed and some haven’t, so, here’s an updated version which applies to the current situation. 1) Don’t let anything outside of you be your excuse.After a tough day
6 Tips for Selling More in Any Market or Economy Read More »
After 54 years on the planet, and almost 33 in business, I know two things: one, this will be over at some point, and two, a few organizations will come out of this with a stronger, healthier business while the others come out of it anywhere from “okay” to “out-of-business.” If you want to be
What Businesses and Salespeople Should do in the Current Environment Read More »
A couple of weeks ago I was approached to be included in a Sales Hall of Fame publication. The one thing they requested of me was a short video with my #1 sales tip that they could include on the website. #1 sales tip? ‘No problem’, was my first thought. Then, the more I thought
My Number One Sales Tip Read More »
There really is no debate that sales is in fact a numbers game. Here are some of the sales numbers you know about along with some others you may not. The obvious numbers The more people you talk to, the more business you will do. Even a blind pig finds corn. If you talk to
Sales by the Obvious, and Not-so-Obvious, Numbers Read More »
Most business etiquette is common sense. The following are some finer points: If someone tells you that you didn’t get the business, smile, find out why, thank the person for his or her time, make sure the door is open for the next opportunity, and exit courteously. Always allow the customer or prospect to decide
Business Etiquette for Salespeople – Some Finer Points Read More »
Ten Steps to Sales Greatness 1) Do what the top salespeople do. This is arguably the most obvious, most basic, and most important step to becoming a top salesperson. It’s simple: If you take the same actions as the top salespeople, you will eventually also be a top salesperson. If you do the same things
How to Become Great at Selling Read More »
If you’ve read many of my articles in the past, you’ve undoubtedly come across my statement that the biggest key to business-building and sales success is activity, or, more specifically, activity that leads to sales: prospecting, presenting, and closing. It’s simple, the more people you talk to, the more business you’ll do. Even a blind
The Most Important Questions to Ask when Building a Business Read More »
It happened again last week… I was brought into an organization that did a poor job of hiring and had a bunch of salespeople who weren’t doing what they were supposed to be doing because they either had a poor attitude, poor work ethic, or both. Some difficult conversations ensued and afterwards I was asked
Hire Correctly or Drive Yourself Crazy Holding Producers Accountable Read More »
Have you ever thought about incorporating a sales trainer that can coach and motivate you? Do you think a sales trainer might be the missing piece of the puzzle in your sales journey? If you’ve thought so, then help is right here.
