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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
Sales Secrets: How to Get the Customer to Keep Buying

Sales Secrets: How to Get the Customer to Keep Buying

Uncategorized / Aug 21, 2017 / Roy Osing

The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the sales person and to the organization. The long dollar represents repeated customer spending over many months and years as opposed to the short dollar which is spent only a few times and typically is short ... 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

Sales Management / 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

Sales Management / 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

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

Author's Publications on Amazon

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