Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more …
It sometimes is the odd duck who waddles to excellence. This is something I have noticed over numerous years in the sales business. Frequently it is the salesperson who marches …
Here’s something I’ve noticed. Sales excellence progression is like child development. Individual sellers, as they gain experience, mirror the same evolution that we witness in children growing into adolescents and …
Everyone at Boost Profits thinks about sales – a lot. I write about how to increase sales – a lot. Our mission is to help sales organizations increase sales – …
Have you ever wondered why some of your salespeople would rather negotiate on behalf of a customer or prospect to get them a lower price than sell the true value …
My last post detailed some of the silly tactics and tricks salespeople try to use to make a sale. It also provided a three-step process to help salespeople connect better …
I recently conducted a role play with a younger salesperson who once worked at a large organization that engaged outside sales trainers. During our session I was struck by the …
Remember the good old days when slick-talking salespeople were taught to get the buyer nodding their head and agreeing with what they were saying because it would somehow get the …
How reliable is your company’s pipeline? If you are like most of the companies we encounter, it is less than stellar. We find there are four main reasons for it: …
The title says it all. Here are 3 common revenue killing excuses, what makes them detrimental, and how to fix each one. Excuse #1: “I’m too busy taking care of …
In 2020, we saw numerous companies freeze hiring, and many even reduced headcount. And now in 2021, there’s still much trepidation for going back to “business as usual.” There may …
While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting …
