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OCTOBER 23, 2018

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

Loyalty 115

Loyalty Compensation Research Leads 115

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JANUARY 5, 2018

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

Energy 160

Energy Construction Marketing 160

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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.

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Analysis Energy Conversion Facebook 184

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MARCH 6, 2018

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.

Infusion 131

Infusion Course Advertising Advertising 131

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NOVEMBER 9, 2016

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?

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Facebook Course Sales 178

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SEPTEMBER 23, 2016

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report.

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Prospecting Report Social Media Analysis 179

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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.

Loyalty 174

Loyalty Energy Facebook Referrals 174

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NOVEMBER 25, 2016

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.

Commission 172

Commission Buyer Engineering Opportunity 172

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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.

LinkedIn 170

LinkedIn Prospecting Email Marketing Consumer 170

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OCTOBER 14, 2016

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?

Coaching 174

Coaching Tools Facebook Course 174

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NOVEMBER 14, 2016

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.

ACT 170

ACT Research Motivation Study 170

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JUNE 30, 2017

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?

eBook 149

eBook Lead Generation Exact Facebook 149

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NOVEMBER 16, 2015

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.

Trends 202

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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.

Positioning 168

Positioning Facebook Conversion Leads 168

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NOVEMBER 4, 2016

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.

Conversion 170

Conversion Referrals Trends Quota 170

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OCTOBER 12, 2016

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).

Prospecting 171

Prospecting Facebook Referrals Follow-up 171

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NOVEMBER 19, 2016

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.

Social Media 168

Social Media Education Positioning Media 168

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NOVEMBER 3, 2016

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.

Tools 168

Tools Sales Tools Exercises Software 168

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OCTOBER 3, 2016

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.

Real Estate 171

Real Estate Commission Industry Funnel 171

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OCTOBER 28, 2016

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.”

Motivation 168

Motivation Positioning Facebook CRM 168

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SEPTEMBER 22, 2016

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.

Energy 171

Energy Consumer Coaching Facebook 171

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.

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OCTOBER 22, 2016

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

Lead Qualification 168

Lead Qualification Decision Maker Facebook Customer 168

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NOVEMBER 29, 2016

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.

Construction 164

Construction Travel Facebook Sales Leadership 164

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NOVEMBER 28, 2016

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.

Facebook 164

Facebook Follow-up Closing Meeting 164

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NOVEMBER 5, 2016

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.

Referrals 166

Referrals Sales Coaching Facebook Tools 166

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Marketing

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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.

Training 163

Training Facebook Motivation Social Selling 163

Increase Sales

OCTOBER 15, 2016

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.

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Follow-up Hubspot CRM LinkedIn 167

Increase Sales

NOVEMBER 1, 2016

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.

Coaching 164

Coaching Sales Coaching Sports Channels 164

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NOVEMBER 2, 2016

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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Travel Microsoft Conference Google 163

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Sales Process

Increase Sales

OCTOBER 25, 2016

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

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Prospecting Facebook Research Coaching 164

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OCTOBER 24, 2016

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?

Commission 164

Commission Retention Exact Facebook 164

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NOVEMBER 13, 2016

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.

Facebook 162

Facebook Course Networking B2B 162

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OCTOBER 13, 2016

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.

Facebook 164

Facebook Follow-up Networking Tools 164

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