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Make Your Sales Metrics the Right Metrics

Metrics.  Man, is there any word currently used more often in sales conversations than metrics?  If there is, please let me know what it is. Numbers are the common language of sales. Of course we have...

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Get Rid of Your ‘Seagull’ Clients Before They Devour You

My wife Debbie and I have an 18 month-old grandson, Colton.  Knowing that we’ll soon be watching animated movies with him, we’ve been catching up on them every chance we get.  Not having watched them...

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So, That’s How Sellers Are Using Twitter!

Although the survey is still up and accepting responses, there has been great consistency in percentages on all of the questions since virtually the first day the survey opened.  Based on that...

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Is LinkedIn Producing the Results Sellers Want? Help Us Find Out

While we had an enthusiastic response to the Twitter survey, I’ve received a ton of email from folks asking me to get the survey on LinkedIn up as there seems to be a great deal of interest in seeing...

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Sales Is About Focusing On What You CAN Control

We can’t control the weather, the stock market, or the economy—so leave those topics at the door. Veteran sales managers don’t want to hear their employees griping about how tough the market is....

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Get Serious — Avoid ‘Role-Playing’ with Sales Prospects

On the phone you can only imagine a prospect’s body language and facial expressions.  You can gain some insight into what they’re thinking by their tone of voice. But that, unfortunately, is not always...

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7 Tips to Get Better at Sales Now

Everyone who works in the business world, on some level, needs to know how to sell, and even the best salespeople can find ways to improve. Here are a few simple bits of advice to help you improve your...

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Whatever You Call It, It’s Still ‘Cold Calling’

With technology advancing at an exponential rate, we often hear from tech experts and business gurus foretelling a future where so many of the basic things that are currently integral to our daily...

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Missed Sales Goals? You Have Choices to Make

You have a few choices if any members of your sales team aren’t making their sales goals. You could fire them, or you could make changes that will help them sell. I vote for making changes. Here’s how....

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The 3 Different Methods for Motivating the 3 Different Employee Types

No one enjoys experiencing staff fluctuations, because when employees quit, there is a huge impact on team productivity. This eventually leads to negative client feedback, and ultimately it’s very...

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Is Your Company’s Value Statement an Employee Morale-Killer?

Does your company have a “value statement?”   I bet it probably does.  If it does, chances are very good that one of the statements says that employees are valued above all else.  Chances are also good...

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Miners Know Where to Find Gold — Heat Up Your Sales Quick

In Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your Pipeline in 30 Days I lay out 12 proven strategies that will generate sales quickly.  Here is one of the simplist yet most effective....

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Selling to Women is Different that Selling to a Man

Do you sell the same way to men as you do to women? If you do, you may be in for some disappointments.  Women buy differently.  When 95% of your business is successfully selling to women, you make note...

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How Do People Really Use Twitter? Take a Short Survey and Let’s Find Out

A few weeks ago I, in conjunction with Richardson Sales, produced a general survey on how salespeople are using social media.  Although the results were most interesting, we didn’t have the opportunity...

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Management Can (and Should) Help You Sell

Do you make sales calls all by yourself? If you do, you may think you can work all alone. But you really shouldn’t. Your management has a role to play in your selling and a responsibility to help you...

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