Sales POP - Purveyors of Propserity

Roy Osing

Roy Osing (@royosing) 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 and people development. He is a blogger, content marketer, educator, coach, adviser and the author of the book series Be Different or Be Dead
Author's posts
4 questions to help you engage with a prospect

4 questions to help you engage with a prospect

Sales Management / 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

3 ways sales leaders can “dazzle” customers

3 ways sales leaders can “dazzle” customers

Sales Management / May 8, 2017 / Roy Osing

Satisfying your customers isn’t good enough in today’s competitive markets. Meeting their needs falls short of earning their loyalty. You need to dazzle them; leave them “breathless” whenever they touch your organization. Here are three steps sales leaders can take: 1. Hire “human-being lovers” – salespeople who have an innate desire to serve their fellow ... Read More

Sales: 5 Essentials for a VERY Productive Day

Sales: 5 Essentials for a VERY Productive Day

Sales Management / Apr 24, 2017 / Roy Osing

Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others. 1. Spend 30 minutes revisiting the strategic plan of your ... Read More

Video Infographic: 10 Get Dirty Rules For Sales Success

Video Infographic: 10 Get Dirty Rules For Sales Success

For Sales Pros / Apr 18, 2017 / Roy Osing

Is success elegant? Can it be governed by a formula or algorithm? “Not in my experience!” says Roy Osing: “Achieving anything substantial is an ugly matter. Rarely do things go as originally planned and they certainly can’t be predicted by an equation. The unpredictable rears it’s head and you have to scramble to get back ... Play video

How a sales leader can develop a remarkable team

How a sales leader can develop a remarkable team

Sales Management / Apr 11, 2017 / Roy Osing

How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down. When organizations are superstars, it’s due to the performance of the mass of people in the heart of the bell ... Read More

Sales listening 101 – critical and often missing

Sales listening 101 – critical and often missing

Sales Management / Mar 20, 2017 / Roy Osing

Some salespeople use a potential customer as an audience to try and impress with their product knowledge and what they believe to be their scintillating interpersonal skills. They talk, and talk, and talk about their product pausing every now and then to appreciate the wisdom of what they have just uttered. This 1-way deluge of ... Read More

7 Things Salespeople Do to Stand Out

7 Things Salespeople Do to Stand Out

Sales Management / Mar 6, 2017 / Roy Osing

It’s not about being number one in sales, it’s about what they do consistently day-in and day-out did to achieve the leadership position. Standout salespeople are judged by their means to the end not merely by the end itself. This is their profile. 1. They are consummate team players. They help their fellow salespeople and ... Read More

How Do You Perfect the Art of Sales Conversation?

How Do You Perfect the Art of Sales Conversation?

Sales Management / Feb 20, 2017 / Roy Osing

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ... Read More

Bring on Salespeople who are Masters of Non-Conformity

Bring on Salespeople who are Masters of Non-Conformity

Sales Management / Feb 6, 2017 / Roy Osing

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ... Read More

Author's Publications on Amazon

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