Selling Like a Rookie

Part 1 of 3 for Building a Championship Pipeline:

I believe the selling season lasts year round. Thousands of companies need help and will buy your products regardless of the time of year. That said, your industry most likely has an exceptionally busy month or quarter when many new clients buy your services. In effect, you are always working for three time frames… the present month, the quarter, and the “busy season.” It is during these periods when the strength of your pipeline is revealed!

33 Outrageous Things Managers Say About Employees!

I received this list in my email the other day and busted out laughing with each comment I read. I guess it’s funny as long as my manager isn’t saying these things about me. I knew immediately that I had to share it with all of my readers!

Surely these comments didn’t really come from actual performance reviews… at least you would hope not. What outrageous comments have you heard managers say about employees?

Hot Leads Getting Colder by the Minute

A couple of weeks ago, I posted a reader Q & A regarding lead conversion and engaging prospects who are “just looking.” Special kudos go out to those of you who offered some really good ideas!

In addition to highlighting reader comments, I also promised everyone that I would share my own ideas if I found anything missing. There’s just one tip I would like to add. It’s very simple, but critically important…

Stop Selling Like You’re Walking On Egg Shells!

Do you want to know why some sales people are struggling? Because they are believing all the whiners, sales snipers, and so called gurus who like to “talk” sales instead of “make” sales. These “big talkers” are filling everybody’s head with junk!

I’ve had enough of hearing people talk about how “prospects like to buy, they don’t want to be sold”. I’m tired of hearing that sales is “all about building relationships”. I’m sick of hearing that “cold calling is dead,” intrusive, and whatever else!

Best Strategy for Exceeding Quarterly Goals

One of my directors used to say, “You can have a bad day, but don’t ever have two in a row. You might have a bad week but don’t repeat it the next week. If you have a bad month always bounce back the following month. Through it all, there is one thing you must always do. Make sure you always hit your goals for the quarter.”

Most people find themselves scrambling at the end of each quarter to achieve quota. I have a great strategy for exceeding your quarterly goals. Perfect it, and you’ll beat your goals quarter after quarter… year after year!

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Lead Me

I know you are working hard every day to make great things happen!

The lyrics to this song are powerful. I have a feeling the words might apply to your life just as they apply to mine…

Just Get Your Foot In the Door: Start Simple.

Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success.

10 Ways to Burn Down Burnout

Are you exhausted? …feeling like you have lost your passion?

Here’s a list of 10 things you can do to climb out of the rut and get re-energized!

Identifying Your Path to Greatness

4 Questions for Identifying Your Path to Greatness…

Go Get It!

Written by Ryan Collins

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar…

Forget About Building Rapport!

Written by Jeb Blount

Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere.

Over time, they become numb to rapport- building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on…

Dad Life

Funny video on this Father’s Day week… LOL

100 Reasons Why We Love You Daddy!

As dads we often struggle to balance our time between family and work. We get wrapped up in our pursuit of career success. It stems from an overwhelming desire to be a good provider. We get home tired… our attention span stretched to the limit.

Sometimes I question myself… thinking, “You’ve got to work harder to be a better dad.” My wife and kids always find the perfect way to put things in perspective.

Silly Sales Cycle Slow Downs

Closing the sale is about taking “the next natural step” in the process.

Of course, sales people want that next step to happen as quickly as possible.

So… why do we do things that slow down our sales cycle? Here are a few examples…

Return On Effort (ROE)

Sales managers often wonder why team activity levels are so low. “It didn’t used to be that way,” they think to themselves, and then it gets worse. It transforms into an attendance problem. Sales mangers become babysitters, “Where are you? Why aren’t you here? Every minute you are late is costing you deals!”

Disciplinary action taken on attendance issues doesn’t solve the core issues… engagement, buy-in, productivity, etc. Just because they are physically there doesn’t mean they are mentally there.

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