The Spraying and Praying of Social Selling
APRIL 14, 2017
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.
Will You Be a Casualty of the Sales Coaching or Business Coaching Stampede?
APRIL 21, 2017
Well, it seems like everyone is now a coach, be it sales coaching, business coaching or even executive coaching.
Want to Increase Sales? Just Answer Your Phone!
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.
Another New Sales Tool? Really? Why?
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?
Learn to Focus On What You Can Control in Sales Communication
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.
Great Salespeople Truly Never Give Up
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.
How One Word Can Change Your Sales Results
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.
What Is Sales Truly About?
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.
The Art of Social Selling -- Summarized by getAbstract
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
What's So Wrong with this LinkedIn Invitation?
MARCH 27, 2017
LinkedIn is a great social media site to increase business contacts and when done well will increase sales. Yet there is a correct way to write a LinkedIn invitation to connect and so many wrong ways to write a LinkedIn invite.
Self Leadership Is Required in 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.
Sales Coaching Tip: 3 Words to Change Your Sales Results
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.
Who Helped Me the Most in 2016 - George Richardson A Gentleman's Gentleman
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.
Top Sales Performers Embrace These ".ations"
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.
Secrets to Successful Inside Sales Management
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.
Being Comfortable Is for Babies Not Top Sales Performers
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.
Sales Leadership Requires You Know What You Do Well
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.
2017 New Sales Behaviors Replace Building Rapport with Building Trust
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?
A New Sales Leadership Model
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.
Don't Look Now Your Real Leadership Ethics Are Showing
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.
Maybe Sales Quotas Are Only Part of the 2017 Business Growth Equation?
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.
Sales Process in a New Sales Leadership Model
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.
Goal Achievement in a New Sales Leadership Model
JANUARY 10, 2017
Noted business guru Peter Drucker is quoted as saying “Leadership is all about results.” ” For those in sales leadership including sales management roles, results happen through consistent goal achievement.
Facing a Fear Greater than Cold Calling
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.
Be Selective Before You Send that Prospecting LinkedIn Email
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.
Sustainable Sales Success - Tip #17 Humility
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.
What to Improve Your Sales Skills? Then Go Beyond Most Sales Training
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.
Can You Afford Not to Delegate?
FEBRUARY 1, 2017
Delegation is a way of thinking and doing. For many in business leadership roles, the ability to delegate is not a talent widely embraced. The reasons for this lack of delegation are many including: Credit www.pixabay.com. No time. No money. No knowledge about available resources.
Start 2017 Sales With This Aim Small, Miss Small Focus
DECEMBER 22, 2016
One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” ” I only wish those seeking to increase 2017 sales would heed this advice. Credit www.pixabay.com.
Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By
NOVEMBER 7, 2016
In sales, there are many sales paths. However for most salespeople there are always two paths: Quick Fix. Process. The quick fix path is walked by many and is probably the more traveled one. There are ruts in the path where many others have walked.
The Ultimate Leadership Question Is?
APRIL 3, 2017
Probably you have your most favorite leadership question because it works. Over the years I have discovered this to be for me as well as for my clients the ultimate leadership question an effective sales leader, manager or CEO can ask: What do you need from me to allow you to complete this task to secure the desired result? The reason I believe this is the ultimate leadership question goes back to Peter Drucker’s first definition of leadership: “Leadership is all about results.”
Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?
FEBRUARY 10, 2017
Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Sales Fact: 44% of salespeople give up after one follow-up (Source: Scripted).
Possibly These "R" Words Are Limiting Your Sales Activities?
NOVEMBER 16, 2016
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.
You Would Think a Leadership Consultant Could Follow Directions
NOVEMBER 11, 2016
Yesterday I attended an early morning local B2B networking event. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event. The first 15 people followed his directions.
To Engage or Not to Engage, that Is the LinkedIn Quandary
FEBRUARY 22, 2017
LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.
Are You Embracing This Presumption When Setting Sales Goals?
DECEMBER 23, 2016
End of the year or quarter is when sales managers review and then start setting sales goals. The reason I did not state “new” sales goals is because sales research suggests most salespeople do not achieve their goals (quota) estimated by TAS Group to be 67% and so the goals are not new.
If I Only Had a Sales Brain
DECEMBER 9, 2016
Remember the Scarecrow in the Wizard of Oz and his fervent wish of “If I only had a brain?” ” Sometimes I hear this somewhat similar desire with salespeople who appear to yearn for a sales brain. Would such a brain actually increase sales?
Look Beyond the Keystrokes to Build Key Relationships
JANUARY 22, 2017
Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others. Suddenly we become conditioned to stroking the keys instead of actually speaking with another human being.