Making the Most of the Monday Morning Meeting
Okay, so maybe it doesn’t happen on Monday. But you know what I’m talking about. That hour of your week where you have to explain to your manager everything you are working on, what you expect to close, and why ...
Five Tips for a New Sales Mindset
I'm not perfectly sure when it happened but it most certainly did. That moment when I decided that being just okay at a job was uncomfortable and not enough. I have the need to sell. I've been doing it since ...
Fishing For Prospects
So often when I work with sales people I find they are "wrestling" with apathetic prospects to get them interested in their products or services. These prospects refuse to open up and admit issues. They present themselves as extremely neutral ...
Is The Competitive Playing Field Really Level?
So your salesperson makes a gutsy move and asks if there are other competitors, even going so far as to ask who they are. You are proud of them because they are following company sales process by asking the tough ...
The Lawyer Effect
Quite often when we secure a call or meeting with a top decision-maker, i.e. the CEO, they will either ask to include or will simply invite one of their subordinates to take part in the first scheduled sales call. If asked, the ...
The Flight Distance
If you ever tried to get close to a bird at the park or beach, you were probably able to get within a few feet before the bird flew off. The same applies to most other animals in the wild. ...