Sales Activities
Sales Coaching, One Size Never Fits All
Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way—when what they really need may be very…
Sales Performance Improvement, Where to Start
I wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?” Here are some thoughts: “One size fits all:” Too often, we have a “one size fits all” approach…
Building on Shaky Foundations
It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was…
Do Just This One Thing!
Imagine coaching a basketball player, “All you have to do is master your foul shots, they are the single most important thing to win games.” All of us, even those who don’t play basketball, would…
Stop Selling, Start Helping
A while back, we explored some of the key takeaways from a content marketing trends report produced by the Content Marketing Institute (CMI), and I identified some trends worthy of more in-depth exploration. They included:…
“What Could Go Wrong?”
It seems to be human nature that we don’t want to think about what could go wrong. Particularly in sales, we are continually optimistic, we want to be positive, particularly with our customers. So why…
Are You the Salesperson Creating Value for Your Customer?
I was talking to a team of sales people about engaging their customers with insight and getting them to think about their businesses in different ways. They happened to sell supply chain management software. The…
How to Track Sales Calls and Increase Conversions
Whether you have an established business or a growing one, sales calls are an essential part of your success. According to a Bright Local survey, 60 percent of customers still prefer to call businesses as…
Cold Calling Never Went Out of Style
Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style…” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed…
The Well Informed Buyer: How to Sell to a Customer Who Knows Everything
Selling was relatively easier when there was no internet or smartphones. Today, every claim that a salesman makes can be instantly verified by the buyer. At the outset, this seems great because no one can…
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