What’s the most important conversation we have in sales? It’s the one we have before we even speak with our customer – our self-talk – because the tone of our internal monologue can determine whether we make that sale or not. Good self-talk helps us stay positive and responsive with our
It’s time to change the way the world looks at sales and by doing that we have to create a movement to transform ourselves into more proactive and brave salespeople. Where do you do your most creative thinking? As I write this, I’m sitting by the lake because I think
Whether you’re nine, 29 or 49 – this time of year signifies the season of Back to School and Back to Business. It’s similar to the beginning of a new year – forcing us into a new mindset at work and re-focusing us on business goals, business growth and perhaps even the opportunity
Summer’s calling – can you hear it? Probably not, if you’re on the phone or clicking through your inbox. Everyone needs to take holidays to hit “refresh” on their work lives and relax, but that comes harder for some of us than others – and those of us in sales
In our recent webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations With Buyers, buyers agreed that sellers do not write emails that result in meetings, yet email was the number one way to connect with them. We hear from clients all the time that buyers are not responding to their emails.
There isn’t a more ideal time than now to create a prospecting blitz for the next 75 days to fill your pipeline for a successful sales year. Just like spring, it’s time to plant the seeds to reap a bumper crop of sales. It can be hard to kick-start the
During the month of December, most sales representatives are too focused on hitting their sales goals for the year. To do this, many reps often apply more transactional selling to get the job done, as a short-term solution with little emphasis on customer needs. I feel that December is an
Every salesperson and sales leader have an overflowing platter of things to do: goals to achieve by the end of the year, new customers to find, managing back-orders, troubleshooting problems, and the list continues. There is certainly no shortage of things to do in a day. In the past few