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. MORE
Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. MORE
Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? MORE
Isn’t it funny that we fail to recognize the abundance within our lives? We have so much and yet many feel they have so little. I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video. MORE
The marketplace is filled to the brim with sales training, sales books to sales coaches. Yet at the end of the day, what is sales truly about? Credit www. pixabay.com. My father taught me sales was about buying. MORE
Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism. MORE
Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com. MORE
Well, it seems like everyone is now a coach, be it sales coaching, business coaching or even executive coaching. MORE
In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences. MORE
Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question. MORE
Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com. MORE
Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities. MORE
Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc. MORE
Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution. MORE
Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. MORE
Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication. MORE
Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer. MORE
So what makes individuals top sales performers? There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers. MORE
What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Credit – www.pixabay.com. Sales Coaching Tip: Feel. MORE
You work hard to build your SMB. You make the extra effort to show appreciation to your loyal customers. And then poof, one of your people, with some poor emotional intelligence destroys what you worked so hard to achieve. A True Customer Loyalty Story. MORE
How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? Shouldn’t we be building trust from the first handshake, the first exchanged words? MORE
Bad marketing is rampant on LinkedIn. Yesterday after accepting a second degree connection, I received a message to read his article and get on the pre-order list for his book. My response was: So you reached out to me to make a sales pitch? Not the best use of LinkedIn. I will be disconnecting from you. Possibly next time attempt to establish a more personal relationship before the sales pitch. He then said “The article is free.” ” I responded “But the pre-order is not.” MORE
One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him. MORE
A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago. Why would I allow my prime marketing real estate to be given to a complete stranger? . MORE
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. MORE
Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools? MORE
Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff. MORE
Would you rather be an authentic or a charismatic sales leader? This early Saturday morning question surfaced as I read a posting over on LinkedIn. The posting linked to this HBR article. Many people fall for the charismatic salesperson. These are the folks with the warm smile and firm handshake. MORE
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. MORE
For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals. MORE
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. MORE
As part of my overall social selling efforts, I regularly ask those who wish to connect with me on LinkedIn what prompted their LinkedIn invitations. MORE
Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing). MORE
Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon. MORE
One of my favorite models is the 5 Star Model for Organizational Development. Jay Galbraith and his colleague created a simple graphic to ensure both alignment between key functions of any business and the desired results. MORE
Have you ever attended a time management training event or read a book on time management? You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have. Credit www.pixabay.com. MORE
Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. That fear is discovering and facing the truth about yourself. MORE
Increase Sales
JUNE 3, 2017
You work hard to build your SMB. You make the extra effort to show appreciation to your loyal customers. And then poof, one of your people, with some poor emotional intelligence destroys what you worked so hard to achieve. A True Customer Loyalty Story.
Increase Sales
MAY 11, 2017
Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?
Increase Sales
MAY 19, 2017
Let’s stop with the Naked Emperor and speak the truth about social selling. It isn’t selling. I repeat it isn’t selling. Now for some this is considered heresy. Credit www.gratisography.com.
Increase Sales
JULY 6, 2017
Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.
Advertisement
While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.
Increase Sales
JULY 8, 2017
Isn’t it funny that we fail to recognize the abundance within our lives? We have so much and yet many feel they have so little. I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video.
Increase Sales
APRIL 6, 2017
Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities.
Increase Sales
MARCH 29, 2017
Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?
Increase Sales
JULY 14, 2017
Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.
Advertisement
Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.
Increase Sales
JANUARY 8, 2017
Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer.
Increase Sales
JUNE 13, 2017
A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago. Why would I allow my prime marketing real estate to be given to a complete stranger? .
Increase Sales
JANUARY 25, 2017
Funny thing about human behavior is we humans have a tendency to focus on what we cannot control. This is quite evident in sales communication.
Increase Sales
FEBRUARY 17, 2017
Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.
Increase Sales
JANUARY 16, 2017
The marketplace is filled to the brim with sales training, sales books to sales coaches. Yet at the end of the day, what is sales truly about? Credit www. pixabay.com. My father taught me sales was about buying.
Advertisement
A step-by-step guide for building a comprehensive training playbook for your sales team.
Increase Sales
JANUARY 12, 2017
In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences.
Increase Sales
JUNE 22, 2017
Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff.
Increase Sales
FEBRUARY 6, 2017
Once again, we witnessed how the underdog, the team, the individual never gave up. This “never give up” attitude is also embedded within great salespeople. Credit www.gratisography.com.
Increase Sales
DECEMBER 1, 2016
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.
Advertisement
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
Increase Sales
JANUARY 28, 2017
What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Credit – www.pixabay.com. Sales Coaching Tip: Feel.
Increase Sales
APRIL 8, 2017
Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution.
Increase Sales
DECEMBER 31, 2016
One of my colleagues, Jim Keenan, wrote a blog posting about who helped him the most in 2016. He then went on to answer how this person helped him.
Increase Sales
JUNE 9, 2017
Bad marketing is rampant on LinkedIn. Yesterday after accepting a second degree connection, I received a message to read his article and get on the pre-order list for his book. My response was: So you reached out to me to make a sales pitch? Not the best use of LinkedIn. I will be disconnecting from you. Possibly next time attempt to establish a more personal relationship before the sales pitch. He then said “The article is free.” ” I responded “But the pre-order is not.”
Advertisement
Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Increase Sales
JANUARY 15, 2017
So what makes individuals top sales performers? There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers.
Increase Sales
JANUARY 2, 2017
How many sales training programs focus on “building rapport?” ” Shouldn’t our sales behaviors be more intentional? Shouldn’t we be building trust from the first handshake, the first exchanged words?
Increase Sales
JANUARY 9, 2017
One of my favorite models is the 5 Star Model for Organizational Development. Jay Galbraith and his colleague created a simple graphic to ensure both alignment between key functions of any business and the desired results.
Increase Sales
DECEMBER 24, 2016
Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon.
Advertisement
Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Increase Sales
JANUARY 13, 2017
Over the last 10 years, I have discovered this startling fact among those in sales leadership roles: 98.7% do not know what they truly do well! The irony, if you want to call it that, is 95.4% of these same salespeople know what they don’t do well. Sales Leadership Question.
Increase Sales
NOVEMBER 17, 2016
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.
Increase Sales
DECEMBER 26, 2016
For the last several weeks to maybe months, sales managers and salespeople are looking to 2017 business growth. Within this annual or quarterly activity is the setting of sales quotas or goals.
Increase Sales
MAY 6, 2017
Would you rather be an authentic or a charismatic sales leader? This early Saturday morning question surfaced as I read a posting over on LinkedIn. The posting linked to this HBR article. Many people fall for the charismatic salesperson. These are the folks with the warm smile and firm handshake.
Increase Sales
DECEMBER 12, 2016
Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. That fear is discovering and facing the truth about yourself.
Increase Sales
NOVEMBER 26, 2016
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.
Increase Sales
MAY 21, 2017
Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing).
Increase Sales
JANUARY 11, 2017
Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture.
Increase Sales
NOVEMBER 30, 2016
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.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
113 
Let's personalize your content