5 Strategies for Breaking Out of a Summer Slump

We all slow down from time to time. The summer is particularly prone to slow-downs – everyone’s going on vacation, emails get left unanswered, Summer Fridays take over… and you find your sales team in a slump. slump [sluhmp] noun ... a period during which a person performs slowly, inefficiently, or ineffectively, especially a period [...]

By | 2016-12-05T11:35:22+00:00 September 3rd, 2014|Sales Leaders, Sales Success|0 Comments

Why Salespeople Should Approach Selling Like a Performer

You know what I always found funny about sales? I could be having the worst day of my life, and yet the second I get in front of a prospect, it suddenly becomes the best day of my life. I’m funny, engaged, and enthusiastic, and I leave the meeting with a spring in my step. [...]

By | 2016-10-17T16:34:16+00:00 August 8th, 2014|Sales Leaders, Sales Success|0 Comments

How to Handle Sales Objections in 5 Steps

Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. This fear is also a leading cause of debilitating Head Trash that can keep salespeople from making enough cold-calls or setting up new [...]

By | 2016-10-17T16:34:35+00:00 May 19th, 2014|Sales Success|3 Comments

Common Problems Salespeople Experience

Many salespeople fall into the trap of describing their products and services to their prospects. In this age of information overload, it's likely your prospect already knows all about what you offer. Instead, start by identifying the problems your prospects are facing. You can then frame the solutions you present in terms of their specific [...]

By | 2017-02-09T17:51:40+00:00 April 4th, 2014|Sales Leaders, Sales Success|1 Comment

5 New Year’s Resolutions for Salespeople

Here at Criteria for Success, we're big fans of a clean slate in the New Year. So in that spirit, here are our 5 New Year's Resolutions for salespeople to up their selling ability in the year to come. 5 New Year's Resolutions for Salespeople 1. Cut out the head trash. You know, that little [...]

By | 2016-10-17T16:34:59+00:00 December 24th, 2013|Sales Success|0 Comments

Marketing and Sales Staff: Can’t We All Just Get Along?

I have been selling for a fairly long time (over 12 years to be exact) and in that time I have seen plenty of wars between the marketing and sales staff. I can recall some meetings between the two departments that were so intense that it reminded me of the last fight scene in Rocky [...]

By | 2016-10-17T16:35:13+00:00 July 26th, 2013|Sales Success|0 Comments

Weekly Sales Meetings Are a Waste of Time!

When employees are tuning out your weekly sales meetings, it can be hard to switch up the program to get the conversations flowing and your salespeople focused. It's Monday morning. Somewhere behind the venti cups of Starbucks and dim glow of a half dozen BlackBerry and iPhone screens exists a sales staff. You know, the [...]

By | 2016-10-17T16:35:39+00:00 September 11th, 2012|Sales Success|0 Comments

Taking Out the Trash

My desk is littered with papers, parts, and pieces that remind me of how Third Avenue looks like in my neighborhood after a summer street fair. My incomplete Salesforce.com tasks are getting older by the day, and the number of unread resumes in the Outlook folder for marketing candidates is still at thirty. Trust me [...]

By | 2016-10-17T16:36:06+00:00 April 16th, 2012|Sales Success|0 Comments

Toxic Customers: Start the Cleanup

Customers have the ability to make our job a walk in the park, or a never-ending marathon: especially toxic customers. Wouldn’t it be nice if every customer were ‘The One?’ You know, the one who seamlessly meshes with your team and fits your culture to a T. The one who totally buys into your process [...]

By | 2016-10-17T16:36:09+00:00 January 17th, 2012|Sales Success|0 Comments

Cleaning Closets Develops Discipline!

Want to know a little secret about me? When I sense that my discipline is slipping, I clean out my closets! It sounds like a small thing, right? Not for me! Shirts not unwrapped from the cleaners and organized by color, shoes lying around sloppily without shoe trees inserted, and undershirts piled haphazardly may not [...]

By | 2014-04-13T14:55:09+00:00 July 5th, 2011|Sales Success|1 Comment