Sat.May 19, 2018

I’m not your guru

Sales 2.0

I am not your guru. But…. I don’t do this much, but in this post I’m going to write about motivation and stuff in your head. In the last couple of posts I have talked about having goals and creating time blocks to do the most important work that will get you to those goals.

The 5 Deadly Mistakes of Sales Prospecting Emails

Hubspot Sales

Contrary to what most people believe, prospecting is not a numbers game. You don’t have to send 100 emails just to hear from one or two of them. You know the numbers are true if you’ve been conducting cold or warm outreach for a while. In fact, some people boast a response rate of 20%.

Revenue Risk


Revenue is like any other kind of natural resource. Every salesperson is out there looking for it, but there is only a limited amount of revenue potential. With risk comes uncertainty. Risk is the quantification of this uncertainty.

How to Design Sales Reports for Better Alignment and More Revenue

Hubspot Sales

Nothing excites a sales manager more than seeing their staff complete or surpass their monthly quotas. Cue the balloons and streamers. More commission for everyone. Salespeople are naturally interested in showing off their success. And, hey, who could blame them?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Habits of Well-Liked Bosses

Selling Energy

If you manage a team of employees, your trust and engagement have major impacts on the success of your company. A team that misguided by leadership or simply disengaged can waste hundreds or even thousands of man-hours. Moreover, if employees do not feel appreciated, they may not be great advocates for the company. So what can you do to ensure that you’re helping your employees and guiding your team in the best way possible?

When Do You Lose Customer Trust?


Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying over and over again in your sales process. Buyers can completely shut down if you cross that “trip wire” and activate thoughts of negative experiences. You may not even know you’re doing it.