Sales Activities
Design Your Sales Calls for Success
Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales…
Embracing Objections
I just saw the term, “Objection free selling.” In fairness to the person raising the issue, I didn’t read the article, so I’m not certain the premise or his position. It was the phrase that…
The Importance of Establishing a Cadence
It seems in nature, as well as business there is a rhythm to the way things work. Disrupt that rhythm and problems start to occur. We use all sorts of terms to describe that rhythm….
Make the Sales Funnel Work for You!
The key to leadership development is team retention. The key to team retention is a solid, steady stream of cash flow into the business! As a leader your number one focus in team training should…
May I Ask You a Question?
One of the biggest issues marketing and sales folks face is just getting on the radar screen of their prospects. Even when you have something of incredible value and you genuinely know the prospect needs…
Our Products Are Becoming Commoditized!
It seems every product, regardless of how complex, is destined for some level of commoditization. In virtually every industry, we look at products and solutions that were very complex. These require great product knowledge and…
Our Value Creation Starts Within Our Own Company
Recently, I wrote, “Sales People Don’t Have The Time To Create Value With Customers…” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with…
Take a Chance on More Business
A nearby town hosted a garden tour last weekend—a beautiful day to truly stop and smell the roses. It was also a chance for small businesses around town to promote themselves to regular and potential…
The Hidden Sales Productivity Drain
Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is completely filled, often with overlaps in meetings, some with multiple things…
Do You Believe the Legendary Startup Failure Statistics? I Don’t!
This recent piece on startup failure statistics caught my eye on Twitter first, and I followed the links to discover Startups: Conventional Wisdom Says 90% Fail. Data Says Otherwise. | Fortune.com. Here’s a direct quote from…
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