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Let’s discuss the Energy Star Multifamily High-Rise Program

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In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

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Being Comfortable Is for Babies Not Top Sales Performers

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Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.

Old School Sales Still Tops New Sales

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Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Technology of emails is not fool proof and does fail. #2 2 – Honor your word by doing what you say you will do. This means return phone calls, send promised information, etc. Be a person of character. #3

Always Keep Moving Forward

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Life is hard. Sales is hard. A clip from a Sylvester Stallone movie sums up what we must do: Credit www.PicJumbo.com. Keep moving forward. How often do we stop being who we are because we are unhappy with our results? How often do we look to blame others for our inability to move forward?

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Don't Tell Me You Are in Sales.

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Being in sales for over 40 years, I am continually surprised by the SMB salespeople who tell me they are in sales and want to sell. Yet upon questioning, I hear all these self-imposed, self justification excuses as to why they are not achieving their sales goals.

Possibly These "R" Words Are Limiting Your Sales Activities?

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Sometimes when we think of one word that begins with a specific letter, suddenly others come quickly to mind. This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regret. Regret is a word that hangs over some salespeople.

Why Good Salespeople Are Hard To Find

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What makes for good salespeople? Some might respond with top sales skills. Others may suggest a great sales process. While there may be some who believe outstanding marketing is behind good salespeople.

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Top Sales Performers Sell What They Have

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An amazing characteristic about all the top sales performers I know is they sell what they have. These high earning salespeople do not attempt to change the buyer’s situation. Imagine for a moment, a woman walking into an upper end clothing store.

The Essence of Executive Coaching Is.

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Executive coaching is becoming a recognized sustainable solution to improve the business leadership performance of individuals. Yet, how often are people asked to explain the essence of this powerful solution?

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Be Selective Before You Send that Prospecting LinkedIn Email

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How do you tell a potentially clueless or desperate LinkedIn member? One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Gee, you think he would have known better.

Why SMART Goals Are No Longer Enough

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SMART goals have been with SMB sales professionals and owners for over 50 years. Yet how many executive leaders and salespeople consistently fail to achieve both professional and personal goals? As SMB has evolved, now is the time for SMART goals to evolve as well.

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Leadership Begins First and Foremost within Each of Us

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Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us.

Sustainable Sales Success - Tip #17 Humility

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Sales success today definitely requires leaving your ego at the door. Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Reframing Your Sales Conversations to Feel, Know, Do and Remember

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How many sales conversations leave you confused, wondering what was just said? Maybe others may feel the same way about your interactions? Credit www.gratisography.com.

The Sales Prospecting Dilemma of Should I Stay or Should I Go

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Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted).

Sustainable Sales Success - Tip #16 - Authentic

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One of the most consistent attributes for those wishing to have sustainable sales success is “be authentic.” ” Today’s far more educated buyers or decisi9on makers can spot a phony a mile off.

Please Be Careful if You Call Yourself a Salesperson

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One of the lessons I have recently relearned is there are a lot of people who believe they are salespeople. For me, a salesperson actively works to sell something be it a product, service or a combination of products and services. He or she does not rely on others to sell his or her solutions.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

An Unconventional Solution to Reduce Sales Stress

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Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution.

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Confusing Sales Tools with Sales Answers Are You?

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Each day I receive announcements about new sales tools from CRMs, sales training software, books on sales, etc. Most suggest by purchasing these tools, they will be the answer to your sales problems.

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The Magic Well Not So Magic Increase Sales Formula

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Just read another eBook about how to increase sales for executive coaches in just three easy steps. Following these three steps, your executive coaching or sales coaching practice will magically transform itself and you will have riches beyond your wildest expectations. Really?

Salespeople Have a Higher Meaning

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This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.”

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Sustainable Sales Success - Tip #12 Disqualification

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One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success.

Stop, Take a Step Back and Gain Clarity Around Your Purpose

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So what’s your purpose if you are in sales, leadership or some other role? People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com.

Time to Rethink Our Sales Fears

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Sometimes by rethinking what we believe to be true, we can change our results. This is especially true for our sales fears. Credit www.gratisography.com. Being in sales is not easy.

Sustainable Sales Success - Tip #14 Clarity

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One of my favorite quotes is by Marcel Proust who wrote “The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” ” Proust recognized the power of clarity and how humans have a tendency to seek something new because their vision is clouded.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sustainable Sales Success - Tip #11 Follow-Up

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Simply speaking without follow-up, sales success will not happen. To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. What is even worse, is the lack of follow-up by salespeople.

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

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Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training.

Are You Sales Prospecting in All the Wrong Places?

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Do you remember the song “Looking for Love in All the Wrong Places?” ” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. These three gaps appear quite frequently. #1

Executive Coaching, Sales Coaching, Coaching Is Not Transactional

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Over in a LinkedIn discussion group, there were several comments about the necessity for online executive coaching, sales coaching or business coaching. The argument was to justify additional income. My observation was simply this: Coaching, be it executive, sales or business is not transactional.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.

Why Can't You Increase Sales?

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Are you frustrated, really frustrated by the inability to consistently increase sales? Have you tried a lot of different inexpensive to expensive solutions, but still have unacceptable results. If you could quickly achieve more sales, what would that do for your business?

What's Your One Word Equity Sales Pitch?

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According to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds. Possibly this is one of the reasons for the one word equity sales pitch as described by Dan Pink in his book To Sell Is Human: The Surprising Truth in Moving Others.

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Setting the Sail of Your Life to the Winds of Change

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Each of our lives is very much like a boat with a sail. The winds of change among other winds drive our boats over the seas of chaos and calm. Sometimes we may through out the anchor in a protected harbor during terrible storms. Other times we just allow ourselves to drift aimlessly.

What Would Happen to Our Sales If We Had Crystal Clear Clarity?

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Funny think about sales, many people lack crystal clear clarity. These are the salespeople that scurry around B2B networking events, who stumble when ask what they do, and who complain about the inability to increase sales.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.