9 Ways Automation Makes Your Sales Team More Efficient

A good sales team is one that is persuasive, effective, and above all, efficient.Having the soft skills to close a deal is paramount. But,...

How “Sales Speak” Limits Us

Every profession has its own language. It’s a shorthand that enables people in the profession to more effectively and efficiently communicate with each other...

How to Use the Feel Felt Found Method

Whether you are ‘talking’ virtually or face to face, using the feel, felt, found method of communication will make you a more effective communicator.The...

Learning from “Lazy” Salespeople

“Lazy” sales people are among my favorites—let me qualify that. “Lazy” sales people who always make their goals are among my favorites.“Lazy” sales people,...

What’s a Full Pipeline/Funnel?

I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s...

Sales Training and the “Forgetting Curve”

Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days....

Start/Stop/Pivot/Restart Sales Strategies

Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or...

Outcome Based Buying

Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes.Those...

Sales, You Have to Do the Whole Job, All the Time

We—or rather my wife—had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper...

In Praise of Pushy Sales People

I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other...

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