Sales POP - Purveyors of Propserity

Roy Osing

Roy Osing is a former President and CMO with over 33 years of leadership experience covering all the major business functions including business strategy, marketing, sales, customer service. He is a blogger, content marketer, educator, coach, adviser and the author of Be Different or Be Dead
Author's posts
7 Insanely Easy Ways to Actually Improve Sales Results

7 Insanely Easy Ways to Actually Improve Sales Results

For Sales Pros / Oct 16, 2017 / Roy Osing

Enhancing long term sales performance doesn’t happen by exclusively focusing on better selling techniques. And it doesn’t happen by simply reorganizing the sales organization to reallocate and better focus sales resources. The sales improvement journey begins with clearly defining the strategic role of sales and ends with designing and compensating for the specific behaviours salespeople ... Read More

What happens when salespeople under-promise?

What happens when salespeople under-promise?

Sales Management / Oct 2, 2017 / Roy Osing

The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic. People generally describe it as a means to manage client expectations, but it’s really a fear that the organization won’t be able to deliver precisely what the client wants, so the salesperson is forced to downplay the ... Read More

3 Ways to Build Sales Relationships That Last Forever

3 Ways to Build Sales Relationships That Last Forever

For Sales Pros / Sep 18, 2017 / Roy Osing

Effective sales depends on building deep relationships with your customers. Intimate relationships. Trusting relationships. Long term relationships. Mutual benefit relationships. Cherished relationships. Memorable relationships. “Gaspworthy” relationships. The end game is to establish such a strong bond with a customer they will never EVER think of doing business with someone else. Customer intimacy results in barriers ... Read More

How to build a bloody amazing sales training program

How to build a bloody amazing sales training program

Sales Training / Aug 14, 2017 / Roy Osing

Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. Sales training is a strategic issue; it should always be ... Read More

Sales: never give up if you want a mammoth deal

Sales: never give up if you want a mammoth deal

For Sales Pros / Jul 17, 2017 / Roy Osing

The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal. The sales rep is thinking “I’ve got this one.” But, ... Read More

10 Proven Methods for Sales to Have Quota Success

10 Proven Methods for Sales to Have Quota Success

For Sales Pros / Jul 3, 2017 / Roy Osing

Achieving quota is stressful for every salesperson but there are some actions you can take to not only mitigate the anxiety, but also to be successful year after year. 1. Understand the strategy of the organization intimately. If you don’t understand what the strategy means in terms of what products, services and solutions need to ... Read More

Which sales practice should you beware of?

Which sales practice should you beware of?

Sales Management / Jun 26, 2017 / Roy Osing

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ... Read More

4 questions to help you engage with a prospect

4 questions to help you engage with a prospect

For Sales Pros / Jun 12, 2017 / Roy Osing

My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The challenge is to turn the potential to deliver an economic benefit to the organization into a reality. How do you do it? First let’s ... Read More

Author's Publications on Amazon

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