Focus on Selling! Increase Sales with These 5 PlayBook Elements

If you’re looking to increase sales, you may want to tap back into that Sales PlayBook of yours and focus on selling. Okay, stop rolling your eyes—I’m serious. I know using and managing a Sales PlayBook is a huge pain in the alphabet, but it’s worth the time and effort. Like stats? According to the [...]

By | 2017-07-18T12:21:28+00:00 April 5th, 2016|Sales Success|1 Comment

5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers

All sales managers want great problem solvers on their teams, right? But do you have great problem solvers on your team? Do you have a team that is great at opening doors but fails to ask the right questions? Let’s fix this! 5 Ways Sales Managers Can Help Salespeople Become Better Problem Solvers The word [...]

By | 2017-06-12T12:01:24+00:00 March 22nd, 2016|Sales Leaders|0 Comments

Upselling for Geeks: How to Turn Your Field Support Team into Sellers

Sales can be hard, and a great field support team that has a successful method for upselling can make your sales efforts a whole lot easier. If the technical staff isn’t helping as much as you’d like, it may not be their fault. As a trainer in the technical staff field, I’ve discovered gaps that [...]

By | 2017-06-20T17:20:12+00:00 March 17th, 2016|Sales Leaders|0 Comments

How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?! No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a [...]

By | 2017-06-13T17:08:44+00:00 March 8th, 2016|Sales Leaders, Sales Success|10 Comments

Sales Prospecting: 3 Steps for Sales Management Success

As a busy sales manager, it’s important to understand what your salespeople are thinking about when it comes to sales prospecting. If you consider how much time your sales team spends beating themselves up about NOT prospecting—and imagine that they spent the same amount of time actually prospecting… well, you catch my drift, right? When [...]

By | 2017-06-21T17:35:06+00:00 March 1st, 2016|Sales Leaders|1 Comment

Not Generating Sales Leads? Just Pick a Customer, Any Customer

When it comes to generating sales leads, do your sales and marketing people a favor and give them a customer evolution model that helps them spend quality time in the right places. This way, they never have to worry about where to focus their efforts. To really make the process stick, make it part of [...]

By | 2016-12-02T13:24:42+00:00 February 9th, 2016|Sales Leaders|0 Comments

Features Tell, Stories Sell: Great Salespeople Share Success Stories

Great salespeople share success stories! Features tell, stories sell. Watch what Charles has to say about sharing success stories in this video: https://youtu.be/wNrmHWrUMWM Success Stories Video Transcript: I noticed salespeople don't do a lot of this: tell stories. “Features tell, stories sell.” Anyone ever heard that expression? Why do stories sell? Can anyone give [...]

By | 2016-10-17T16:31:48+00:00 February 4th, 2016|Sales Success|2 Comments

Improving Sales Performance: Do You Have the Right People on the Bus?

This February, we'll be talking about solving sales problems and improving sales performance. We have a lot of ideas planned to share strategies and best practices for sales improvement. Before you invest a lot of time and energy in improving your sales team, though, it can be helpful to take a step back and think [...]

By | 2017-06-20T17:25:45+00:00 February 2nd, 2016|Sales Leaders|0 Comments

Understand Your Buyer Personas – and Take Your Sales to the Next Level

Understanding your buyer personas is the key to taking your sales to the next level! How well do you know your prospective customer? It’s no secret that one of the keys to a successful marketing strategy is understanding the people that you are marketing to. As the means we use to reach our customers become [...]

By | 2017-07-18T12:48:25+00:00 January 28th, 2016|Sales Success|1 Comment