Considerations When Planning Team Incentives

When planning a team incentive for your direct sales consultants it is important to consider many criteria. With careful planning you can accomplish what you set out to do without breaking the bank. For more information listen to the full version of this broadcast on the Cash Flow Show – Home Business Radio or read the Cash…

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Leadership is Not About “Monitoring”

Too often when I speak to sales managers, they focus on “monitoring” their sales people. They constantly focus on: Where they are on MTD, QTD, YTD numbers? Do their pipelines have the right volume/velocity of opportunities? Are the sales people hitting their goals on prospecting calls, customer meetings, and so forth? Are they keeping CRM…

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4 No-Fail Ways to Increase Your Sales Through AI

Artificial Intelligence is all over the world today. We come across it daily during our hustles as we search for different things on Google, music players selecting our next music, and even when purchasing goods online. For marketers, AI is vital since it helps increase revenues, grow sales, and personalize customer experiences. With AI at…

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Changing the Questions

We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why. Most modern selling programs talk about the importance of questions, but too often they focus on…

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Selling IS a Service

It seems the world is migrating to an “As A Service” model. Every day one hears a new (sometimes not so new) XaaS approach. The model, at least as a subscription payment approach, is not new. We’ve had various subscription, rent, lease capabilities for at least decades, if not centuries. The application of this model…

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Stop Focusing on the Top of the Pipeline!

Virtually every sales person and organization have pipeline/funnel problems. Almost all the time, they are anemic. Virtually every pipeline has quality and integrity issues. Likewise, there are too many velocity issues. It seems the universal, go to solution for bad pipelines is to find more qualified opportunities. That is, we need to focus at the…

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Time to Double Down?

If your business is like the majority of organizations in the U.S., things have been pretty good. Sales have been more plentiful and come a little easier. In fact, if you’re having any trouble at all, it’s hiring and keeping the right employees to serve all of that business. Many businesses experienced one of their…

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The Secret: How to Get to Yes

How to get to yes more often is actually a pretty simple formula. While good sales reps understand that no is the path to a yes, we all love to hear yeses more often. This system will boost your number of yeses so that you can increase sales and make more money working from home.…

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A Paradox: The Sales Process and the Buying Journey

As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. What we have always believed is a linear process: identify a challenge, commit to change, define the problem/needs, evaluate alternatives, select a solution, turns out to be chaotic, as illustrated by the…

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