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 …
Right People, Right Seat, Right Comp
It seems sales hiring is heating up and that means we are having more and more conversations about compensation. Too often I see leaders so entrenched in their financial models …
The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: …
Compensation Plan or Accountability Plan?
Most salespeople are not motivated by money. I wrote about it recently. They instead have their own reasons for executing and achieving. Now don’t get me wrong. By and large, …
Surprising Sales Stats Regarding Quota Attainment
Salespeople are in it for the money! It’s a common belief and one you may think is true. If so, you might be tempted to construct a compensation plan that …