Follow Up is Key to Your Organization’s Sales Success Would you be surprised if I told you more than 97 percent of the business owners and executives I talk with around the U.S. cannot tell me how many prospective clients called or walked into their offices inquiring about products or services in the last two […]

Many sales organizations rely on distributed workforces so they can have sales people close to all their prospective buyers. There are plenty of benefits to this approach, but there are also risks. For sales managers looking for ways to improve performance, here is some information to consider. Two different studies looking at telecommuting found the […]

An emerging purchasing trend, which is as troubling as it is exciting, is the effort by large companies to reduce the number of their suppliers. These organizations have specialists who analyze all expenditures to find areas where they can reduce costs. There is an administrative cost associated with doing business with each supplier. This includes, […]

We may have read the best books on sale techniques, learned by heart the effective lead generation. We may have read the best books on sale techniques, learned by heart the effective lead generation techniques, but it takes more than just our skills and knowledge to be effective in our business. Like all other sales […]

Ask any sales rep why they won a deal and they will answer with a variety of answers. They will say they won because of relationship, a great demo, out selling the competition, etc. They will never say they won because they were the cheapest price. No one ever comes back to the office, rings […]

All sales people are in sales for three reasons. These three reasons are what motivate them every day. They are…Money, Freedom, and Recognition. Everything else, and we mean ALL other goals, tie to these three motivators. If this was not true, then your reps would be accountants, or teachers, or engineers, or some other job […]

“I have a certain prospect who is surrounded by a fortress. What should I say to get past that gatekeeper?” I cannot tell you the number of times in the course of sales trainings I get asked that exact question. Everyone wants the ninja gatekeeper techniques. In fact, many sales trainers have written books on […]

You cannot not communicate. Communication differentiates us from animals. We exchange meaning and respond to each other through dialogue. The most important process in any interaction is rapport. Rapport is responsiveness — you don’t have to ‘like’ the other person; it is something we do with another person. Remember that rapport is a process, not […]

It all started with an email. Around 7 p.m. on a Thursday evening, the CEO of one of my companies sent me an email asking me to take a look at some correspondence he had received from one of our largest technology providers. As I begin to read the email chain, I could feel my […]

Power in The Feminine?: There’s been an uprising this year and it’s brought a smile to my face and a warm fuzzy feeling to my heart. What is this uprising I hear you ask? It’s the surge of feminine energy that is going for gold, success, power, the millionaire mindset…you name it and they are […]