As you might know, an “elevator pitch” is a selling tool and conversation starter that very briefly but powerfully describes your business, product or services. It answers a prospect’s question of, “What does your company do?” Generally, a salesperson’s answer is a combination of bragging and self-focus–or a pitch that sounds exactly like one of ... Read More
A sales team or department can be greatly influenced by senior management and their decisions. Right at the top, of course, is the CEO–and because their word is law it will, for better or worse, get implemented. But what if it’s wrong? Sales is the backbone of a company’s revenue, so if a CEO makes ... Play video
Believe it or not, the achievement of a sales quota is simpler than you may think. Just look to a sales genius and one of the greatest innovators of our time, none other than Steve Jobs, and practice one of the principles that made him great: “People think focus means saying yes to the thing ... Read More
Sales is the department that drives all the other departments. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department is often the last one to be systematized? Can you imagine your accounting department not having systems for paying employees, vendors and the government? Or, how about ... Read More
Depending on which sales course you took, you as a salesperson were probably taught to identify and set meetings with buying influences–known as economic buyers, technical buyers or recommenders. While it’s important to engage a prospect company’s buyers, be sure to prepare for one more entity: your buyer’s reptilian brain. This particular buying influence isn’t ... Read More
Salespeople very often say, “I don’t like to be micromanaged.” You can’t blame them–nobody likes it when someone is constantly checking or double-checking their activities. But if you’re a salesperson, you might want to ask yourself this: Does your selling behavior invite your sales manager micromanaging you? Last week I delivered a 2-day course to ... Read More
Jim Rohn, author, speaker and millionaire entrepreneur, mentored the likes of Tony Robbins, the world-famous personal and business development guru, and Mark Hughes, founder of Herbalife International. Growing up on an Idaho farm, his work ethic served him well. Consider this Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations ... Read More
“Emotional intelligence” and “sales” are not often mentioned together — they’re considered oil and water. Sales leaders often mistakenly confuse emotional intelligence with being weak, which is far from the reality. Emotional intelligence is a crucial leadership skill, and the research supports its inclusion in a winning sales team. #1: Emotional self-awareness. Are you the ... Read More
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