There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]
Artificial Intelligence (AI) Is Perfect for Sales Performance
We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
4 Things Your Prospects Say Behind Your Back
It’s the meeting AFTER the meeting where your sales live or die. In the breakroom, meeting room, office, or hallway, what’s your prospect team doing? […]
Sales Management in the New Era of Sales
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
Mindset, Mechanics and Magic
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
The Power of a Sales Bucket List
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
Selling the Invisible
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Weekly Tip: Selling – A License to Hunt
Many of the companies with whom we consult are in a two-step sales process. They first have to sell a governing body such as a […]
5 Great Questions You Should Ask Your Customers
Speaking with customers is a great way to get insight into your business, but mediocre questions yield mediocre answers. Here are some tips for asking […]
Weekly Tip: Time Heals
Is it time to go back to some broken relationships? Lots of business relationships end. Customer-vendor, business partners, alliance and channel relationships…they often run their […]
