The F Word – Fear of Losing the Deal Why do we let fear (or the “F” word as I like to call it) get in our way? Why are we so unwilling to take risks? It seems the longer we have been in [...]
When Sticking With a Deal Can Work I’m a big proponent of eliminating opportunities from your pipeline. I encourage sales professionals not to fall in love with their prospects. As a matter of [...]
How we handle adversity is the measure of an individual – both personally and professionally. In many cases, in the world of small business, one bleeds into the other. It has been written [...]
“We can sell to the world!” Many new business owners have uttered these very words in their excitement to start their business. They have conceived of an idea that, in their opinion, every [...]
This is the most important tip I can give to anyone who is in Sales. The reason is that there are far too many people who call themselves Sales Professionals but who are not a good fit for the [...]
One of the most common issues I find with struggling Sales Organizations is a lack of focus. This is a pretty natural occurrence in the whole evolution of a business. First Starting Out When a [...]
Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great [...]
Often I’m asked by sales leadership, “How do I set up my sales team for success?” One of the best ways you can do this is by defining a Sales Process. What does that do for you? [...]
I have a partner in my business. I met Rod shortly after I started my consulting firm. I was teaching a class on Presenting Your Solution and Negotiating the Close. Fast forward to a couple years [...]
Here is a common question I hear in the market: “How do I make sure that my sales producers are bringing on good business?” This is an incredibly important question to answer. The key [...]
