Everything in Sales is Dead, Long Live Sales and Selling!

It’s tedious, every day a scroll through my various news feeds, there are any number of articles declaring the death of something in sales, or sales itself. Cold calling is dead Social selling is dead ROI is dead SaaS selling is dead The telephone is dead Email is dead CRM is dead The selling process…

Read More

First Impressions Count!

One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting. Getting that first contact or engagement is something nearly everyone struggles with. Given the difficulty we have…

Read More

Who Generates the Leads: Marketing or Sales?

CSO Insights, the research division of Miller Heiman Group, the world leader in improving sales performance through research, training, and technology, today announced the official release of its “2018-2019 Sales Performance Report.” The study, based on a global survey of nearly 900 global sales leaders, looks at the four primary objectives driving performance improvement efforts…

Read More

Upselling and Cross Selling to Increase Profit

Upselling is a bit different from the cross sell although they are very similar. An upsell is when a sales person convinces the customer to purchase more expensive items, upgrades, or other add-ons to the existing product in an attempt to increase the profit of a sale. “Did you want to get the bigger one,…

Read More

The “Voices in Our Ears”

I have to confess a weakness to spy/thriller movies. They are great Saturday evening fun. On “date night,” I try to encourage my wife we should see one, she usually finds something else. The cool/high tech spies, often, have an earpiece. There is always someone at “control,” telling them what’s happening, advising there is a…

Read More

Infomercial Techniques Sell!

Did you ever watch an infomercial and by the time the show was almost over you were on the verge of ordering the product, even though when you started to watch you had absolutely no interest? The GTXpress101 can create an omelet, strawberry shortcake, pancakes, chicken cordon bleu, or stuffing (to name only a few)…

Read More

7 Signs You Need to Improve Your Customer Service and Support

Customer service is arguably the most essential part of a business. Without a good customer support base, you’ll find that it’s difficult to generate new customers and keep the ones you’ve already got. No business should ignore a failing customer service system, so here are seven signs yours needs improvement. 1. You Complaints Are Not…

Read More

Giving Them the Answers

Let’s conduct a thought experiment. As one might do in experiments, imagine A/B testing. We’ll create an A group and a B group. The people in each group are identical in capabilities, backgrounds, experiences. Both groups are equally skilled and capable. Now we are going to give people a test. It’s around some complex issues.…

Read More

4 Question Interview for Recruiting Direct Sellers

Use the 4-question interview when interviewing direct sales professionals!! An interview does not have to be a formal ‘sit across the table and talk’ kind of event! Relax, have fun, be yourself, and have a conversation to determine compatibility. Listen to the Cash Flow Show Radio interview with Jennifer Voss of Thirty-One and learn how she added…

Read More