This is not a survey of your skills, because if you are a great salesperson the real person that matters is your prospect or client. […]
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Resources To Help You
Weekly Tip: Why Relationships Don’t Matter in Sales
“Sales is always about relationships, it’s just never only about relationships….” I’ve probably said that statement 1000 times. It’s only true, however, if you use […]
The Sales Metrics You Should Be Focusing On
There is no shortage of sales metrics out there, but which ones are worth your time and attention? Sales guru Tom Searcy explains which metrics […]
Weekly Tip: Trend Spotting
Part of your job in helping customers is to be their source of reconnaissance in the marketplace. Customers need more than just your products…they need […]
5 Ways To Deal With a Bullying Client
Clients are the life of your business, but what do you do when one of them is a downright bully? (No, you can’t punch them). […]
Weekly Tip: 4th Quarter Sprint
We are in the third week of October…What’s that leave for the remainder of the year? Pluck the holiday weeks out and you have… AT […]
5 Rules For Being an Unforgettable Gift Giver
The right gift can open doors and be the catalyst for great business relationships. Sales guru Tom Searcy spoke with a corporate-gifting expert to get […]
Weekly Tip: Make Your Own Horror Film
If you are like me, you communicate for a living. Maybe by email, letter, presentation, phone call or speech…the method varies, but what you do […]
Want to Make More Sales? Try Not Selling
Sometimes the hard sell isn’t the most effective approach. Sales guru Tom Searcy explains why simply giving good advice may be the best way to […]
Weekly Tip: Email Illiteracy
You probably answer questions when you are on the phone with prospects or clients that you have clearly already answered in an email. Have you […]
Weekly Tip: Getting More Out of Every Interaction
Some classic communication tools are worth highlighting because they produce so much value. One of my favorites is so simple that you can use it […]
To Bid or Not to Bid – The Classic Sales Dilemma
Responding to a RFP can be a time-consuming process with no guarantee of success. Sales guru Tom Searcy has some tips to help you decide […]
