More and more, there is an increasing demand that sales people and account managers develop the skills to engage with senior level executives in their client and prospect companies. The level of value we create as a sales organisation is…
To Outsell Them, Outwork Them
“I’ve had smarter people around me all my life, but I haven’t run into one yet that can outwork me. And if they can’t outwork you, then smarts aren’t going…
Rules for Time Management
Do you have trouble getting started with prospecting first thing in the morning? Are there always five or six distractions that take your attention away from the most important task…
What It Takes To Hit Sales Targets
Critical to making your sales numbers is your ability to manage your time, your focus, your activities, and your outcomes. Here are three places to focus to make your number.…
Cynicism: A Recipe for Mediocrity
Some sales people resist buying the company line. They resist buying the hype. They are too cool for school, pointing out that nothing is as good as it is made…
Six Principles for Cold Calling
1. You are going to hear no. Don’t believe it means anything. Your dream clients and prospects get hundreds of calls from sales people. They have no way of knowing…
Close the Gaps in Sales Rep Performance
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be…
Your People Are Your Only Asset
You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really good, too.…
The High Price of The Joyless Sales Manager
Salespeople are optimistic by nature. They have to be; if they weren’t optimistic they could never succeed at a job where the first communication they have with their dream client…