the-selling-process-yep-that-again 
Partners in Excellence
OCTOBER 3, 2022
Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. Why are you calling it a “selling process?”
No More Cold Calling
MARCH 5, 2020
“If your customers aren’t selling for you, you won’t have customers.” Yep, that’s for real.) If you want a pipeline full of qualified sales leads, you need your customers out there selling for you, which means your entire team needs to know how to ask for a referral from a client. Again, quality trumps quantity.
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No More Cold Calling
JUNE 24, 2021
After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. Yep, you’re thinking: “If I were really successful, I wouldn’t have to ask.” I’m going to answer them right now.
No More Cold Calling
JANUARY 16, 2020
Yep, most of us are lazy and lack discipline. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Here are five important steps to make your team referral sales experts.
No More Cold Calling
JANUARY 31, 2019
Yep, that’s how long my Acura 3.2 The rep told us—after he called again—that his manager said he hadn’t made enough calls. I hadn’t bought a car in 17 years. TL with 162,000 miles lasted—until the transmission went out. But I told myself that perhaps things had changed in the past 17 years. Then the harassment started. Another lie.).
Bernadette McClelland
FEBRUARY 25, 2018
There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics!
MTD Sales Training
DECEMBER 15, 2011
In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T. Intimidate. Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next level! Motivate.
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