Engage Selling

FEBRUARY 20, 2018

The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide. Of course, there are always lessons to be learned for us as … Read More »

Course 73

Course Competition Sales Customer Service 73

Engage Selling

AUGUST 16, 2016

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back … Read More »

Hiring 48

Hiring Sales Customer Service How To 48

Engage Selling

OCTOBER 18, 2016

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously … Read More »

Strategy 48

Strategy Sales Customer Service Up-Sell 48

Engage Selling

OCTOBER 28, 2016

I’ve noticed something about sales managers, companies and even salespeople. Could members of your sales team be falling victim to this trap? They tend to overcomplicate the selling process. There are only four things that you need to do in … Read More »

Sales 48

Sales Sales Management Company Customer Service 48

Engage Selling

SEPTEMBER 6, 2016

Maybe your pipeline is always overflowing with hot leads, you never have to place a cold call or send a cold email, your sales cycle is complete in a matter of days, and … Read More » Maybe you’re 100% perfect at your job.

Inbound 48

Inbound Cold Calling Sales Cycle Pipeline 48

Engage Selling

SEPTEMBER 16, 2016

Turn to your non-sales departments to increase sales in your business? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

OCTOBER 14, 2016

One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say inability because everybody is able to ask for the sale, many of us are just not willing … Read More »

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

OCTOBER 20, 2016

Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results. … Read More »

Motivation 48

Motivation Sales Customer Service Up-Sell 48

Engage Selling

DECEMBER 15, 2016

If there’s one habit that will make your sales team successful, it’s this one. Ensure that each member of your team never ends their day without engaging in at least one activity to put new opportunities in the top end … Read More »

Opportunity 48

Opportunity Sales Customer Service Up-Sell 48

Engage Selling

MAY 31, 2017

Adding value, especially when it is not expected, creates a lasting impression in your customers minds and keeps them coming … Read More » Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value.

Lead Rank 55

Lead Rank Lead Scoring Customer Sales 55

Engage Selling

OCTOBER 21, 2016

I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk to is resilience. They are absolutely committed to keep going … Read More »

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

FEBRUARY 21, 2017

You have a few top performers on your sales team. That means they don’t need to be coached, right? Your top producing salespeople need to be coached just as much as your mid or bottom performing reps. In fact, … Read More »

Coaching 102

Coaching Customer Service Up-Sell Loyalty 102

Engage Selling

AUGUST 29, 2019

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” ” Sure, not a bad idea. But, I much prefer the saying “always be prospecting” because, let’s face it, if you have no one to sell … Read More »

Prospecting 86

Prospecting Face-to-face Closing Customer Service 86

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? In my latest workshops and training working with top sales performers, one issue that keeps coming to the surface is how to get past … Read More » I’ve noticed a trend.

Gatekeeper 78

Gatekeeper How To Trends Training 78

Engage Selling

JULY 11, 2017

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling. They have a mindset that … Read More »

Customer Service 80

Customer Service Sales Talent Loyalty Pipeline 80

Engage Selling

FEBRUARY 14, 2017

That’s my advice for any business owner or sales leader about to embark on a new phase of recruiting. Get creative. Far too many leaders stick to the same old, same old when it comes to their recruitment process and … Read More »

How To 74

How To Customer Service Up-Sell Loyalty 74

Engage Selling

MARCH 30, 2017

You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise? If you can’t open a dialogue with prospective buyers, it becomes very difficult … Read More »

Prospecting 79

Prospecting How To Buyer Customer Service 79

Engage Selling

OCTOBER 4, 2016

With 160,000 registered attendees all working in or in support of sales, Dreamforce is not only the largest tech gathering but the largest sales … Read More » I’m live at the largest tech show in the world this week. That can only mean it’s Dreamforce!

Customer Service 72

Customer Service Up-Sell Loyalty Sales Talent 72

Engage Selling

JUNE 28, 2018

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects. Selling … Read More »

Customer 96

Customer Prospecting Customer Service Sales Talent 96

Engage Selling

FEBRUARY 16, 2017

If you’re a loyal reader of this blog, you’re probably aware I don’t believe that sales need to slow down just because a market does. Are you noticing your team is consistently producing disappointing results and selling less than perhaps … Read More »

Marketing 69

Marketing Customer Service Up-Sell Loyalty 69

SugarCRM

MARCH 26, 2024

On this episode of the Fuel Growth podcast series, my co-host Lizzy and I got to sit down with Paul Black , co-founder and CEO of sales-i , the leading sales intelligence software company for manufacturing and distribution companies worldwide. But this is becoming more and more common, especially in repeat sales.

Hiring 34

Hiring Distribution Face-to-face Lead Rank 34

Engage Selling

JANUARY 5, 2018

You’re not going to make 2018 “your year” in sales if you’re still holding on to clients that are doing nothing more than giving you frustration, headaches and simply won’t be profitable this … Read More » I have to be really blunt here.

Customer Service 48

Customer Service How To Up-Sell Sales Talent 48

Engage Selling

OCTOBER 25, 2016

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back … Read More »

Hiring 48

Hiring How To Customer Service Up-Sell 48

Engage Selling

OCTOBER 13, 2016

It goes without saying, but sales can be one of the most stressful professions out there, period. Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list … Read More »

Customer Service 48

Customer Service Up-Sell Loyalty Sales Talent 48

Engage Selling

APRIL 5, 2018

Millennials in the professional world have been a hot topic for the past few years. It seems every second or third article online discusses how to communicate with them, what they seek in an employer and what gets them operating … Read More »

How To 70

How To Customer Service Up-Sell Sales Talent 70

Engage Selling

SEPTEMBER 21, 2016

Today, we are hearing about sales targets. I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. The average American has 3 accounts at their bank. Wells Fargo decided to set … Read More »

Banking 48

Banking Account Customer Service Up-Sell 48

Engage Selling

JANUARY 18, 2018

Referrals don’t work. That’s what a client of mine recently told me. It turns out they’d ask for referrals all the time in the past, but they’d receive people that my client didn’t want to work with, or weren’t the … Read More »

Referrals 56

Referrals How To Customer Service Up-Sell 56

SugarCRM

MARCH 26, 2024

On this episode of the Fuel Growth podcast series, my co-host Lizzy and I got to sit down with Paul Black , co-founder and CEO of sales-i , the leading sales intelligence software company for manufacturing and distribution companies worldwide. But this is becoming more and more common, especially in repeat sales.

Hiring 26

Hiring Distribution Face-to-face Lead Rank 26

Engage Selling

FEBRUARY 9, 2018

Improving productivity to be a more profitable seller – everyone wants to do it, but few actually succeed at it. I’m providing some simple (but extremely powerful) strategies in this live video that you can apply to sell more in less time. It doesn’t … Read More »

How To 48

How To Video Strategy Customer Service 48

Engage Selling

OCTOBER 6, 2017

Yes, selling is still a people business. Too many organizations though are acting like they’re living in the stone age. You need to know how to modernize your approach and understand today’s buying patterns. I reveal what’s working today in … Read More »

ACT 54

ACT Facebook Customer Service Up-Sell 54

Engage Selling

JANUARY 26, 2017

Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details. After this, you’re transferred to a rep who then asks you for those exact … Read More »

Leads 48

Leads Marketing Qualified Lead Banking How To 48

Engage Selling

OCTOBER 27, 2016

You may have noticed an interesting trend that has recently picked up steam. Buyers are looking less for experts (this is not an excuse to NOT be an expert, by the way) and they’re increasingly looking for peers. They want someone is … Read More »

Buyer 48

Buyer Trends Customer Service Up-Sell 48

Engage Selling

SEPTEMBER 13, 2016

They used private customer information create bogus accounts, forged signatures and authorized charges that customers were not made aware of. Let’s call a spade a spade. What Wells Fargo did was illegal. I for one am sick of the media and the banks … Read More »

Banking 48

Banking Media Account Customer 48

Engage Selling

SEPTEMBER 27, 2016

Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity. In fact, what makes a business more interesting to prospects … Read More »

Social Media 48

Social Media How To Media Prospecting 48

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Engage Selling

AUGUST 30, 2018

I get called in a lot when organizations are struggling to hit their sales targets. The number one reason that sales stay stagnant is due to anemic pipelines. Generally, the first thing I’ll do is look at their pipeline. Let’s face … Read More »

Pipeline 20

Pipeline Face-to-face Customer Service Loyalty 20

Close.io

JUNE 24, 2019

Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. Meanwhile, sales has always been driven by quotas. Enter sales development. Overview of sales development. What is sales development? Sales development team members/roles.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91