A CRM Alone Won’t Fix the Problem
Here’s a question I’m often asked by both business owners and sales team leaders. “What’s the best CRM for our situation?” What most of those asking really want is a …
Make the Two-Foot Drop
Some years ago, I received sage advice from a dear friend and mentor to “make the two-foot drop” from the head to the gut. Let me pass that advice along …
Three-Step Plan to Abolish Excuses and Usher in Sales Success
Do the reasons your salespeople provide for why they can’t reach their sales goals frustrate you? Do you wish they would prospect more and generate more new business? Are you …
Want to Be Liked by Your Prospects? Get Respect Instead
I grew up playing sports. I played softball and volleyball, and I loved being part of a team. But no matter how much I’ve encouraged the idea, my daughters have …
The Big Mistake to Avoid in Building Your Sales Force
I have learned that mistakes are better teachers than successes. Sometimes we must make the mistakes ourselves, but often we can learn from others making those mistakes. When it comes …
Raising Prices When Costs are Rising
Costs are rising on everything! Your raw material costs are rising. Your labor costs are rising. Your recruiting costs are rising. Your energy costs are rising Your freight costs are …
It’s the Kiss of Death in Sales
Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 (or $10,000 or $1MM) of business there!” Yet …
Do You Propose Like a Peer or a Peddler?
Great salespeople seek to elevate their relationships with customers beyond that of a peddler of goods or services to the level of a trusted advisor. Regardless of the products or …
Converting Operational Managers to Sales Managers
Here’s a question we sometimes get asked, “What about promoting individuals who do not have sales experience into sales leadership roles?”. It doesn’t happen frequently but enough that I thought …
Routine Price Objections: Are You Prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a …
Remember the Journey
My business partner, Casey Brown and I just returned from hiking in Grand Teton National Park. We aren’t technically climbers and we don’t scale rock walls, however, the hike we …
Don’t Let the Uncontrollable Control
Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the …