The Art of Lowering Resistance
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 …
10 Fixes for an Unreliable Pipeline
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: …
Fix the 3 Most Common Revenue Killing Excuses
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 …
Need to Sell More with Fewer People?
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 …
College Football Wagering and What It Has to Do with Sales
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 …
Good to Great Sales Teams
Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve …
Hedgehog Your Sales Organization
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get …
Accountants, Attorneys, & Engineers Who Sell: Oh My!
Disclaimer: You are about to read about the problem some engineers, accountants, attorneys, and other technical and analytical professionals face when pricing their services. It’s not true of all analytical …
Three Steps to Improved Negotiation and Sales Success
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many times. Somehow the salesperson thinks that if they put the …
What You Must Know Before Changing the Sales Compensation Plan
2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh …
The “Fact” that Prospects Are Honest Is Hurting Sales Growth
85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge! And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that …
The 5 Requirements to Maximize ROI on Sales Training
It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into …