Are Salespeople Born or Made? Are salespeople born or made? I hear this question a lot. Surprisingly, the answer is “made.” Believe it or not, there are learned characteristics that help catapult success in sales. And they aren’t what you think. First and foremost, when it comes to sales success, the two most important things
What is Value and What does it mean to Your Customer? What is Value? When I ask that question to a group of people, I get lots of different answers. Most of the people in the room tell me things like “We give great customer service,” “We give people a very competitive price,” “We have
Glengarry Glen Ross The Hard Sell https://www.youtube.com/watch?v=czOpDN8Knr4 One of the greatest sales scenes in history! Talk about the hard sell! Alec Baldwin in one of his greatest roles as the hard-charging salesman in Glengarry glen Ross. This kind of sales is not at all going to work today! It might work
No voice mail! “When I am cold calling, what should I leave on a voice mail message to get a call back”? I get this question about once a week and yes, it’s the $100,000 question. First of all, there is no miracle answer to this question, even in the best sales training process. If
5 Things Every CEO Needs to Know Today CEO’s are in a quagmire. They are finding themselves running their business’s, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you
5 Things to Move Forward in Any Economy It seems that lately we are hearing some promising, yet limiting, news about the state of our economy. Whether there is truth to what we hear or not, we must position ourselves to move forward. We can use this opportunity to evolve and do things differently. Look
Do you want to learn the 5 step sales process for successful selling today? Well, that sit back and take notes! This video is a bit longer than I normally send in an email. Get some popcorn…and a notepad! Check out these top challenges salespeople have and what to do about them. Why a 5
5 Top Networking Tips Don’t try to sell. For most people it all ends tragically here. They mistakenly stroll into the industry conference or chamber of commerce meeting with the idea that they need to find someone to sell to. Don’t do it. It gives people the creeps. And it kills your real opportunity at
Hiring Millennials Are Hiring Millennial’s in Sales the Right Move? “I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” said Matt, the sales director of a SAAS Business. “I hired a few of them and they just aren’t engaged, they just seem
Accountability vs Babysitting I am surprised how often I get a question about accountability. The feeling that you are “babysitting” and not wanting to ‘micro-manage’ your salespeople is bogus! Holding your people accountable for results creates urgency, focus, and positive pressure to perform. Human nature shows us that having a clear picture or vision gives
