Solving Sales Problems: Disconnects Kill Sales!

Solving sales problems is crucial to sales growth, development, and success. When there are gaps in understanding and communication, organizations suffer. Learning to create trust and make agreements that everyone keeps is essential to a close, connected relationship between management, sales, and the customer. We call fixing this: “bridging the disconnects.” One of the major causes of disconnects [...]

By | 2016-10-17T16:31:55+00:00 January 19th, 2016|Sales Leaders|0 Comments

Hiring Practices: How to Hire the Best Salespeople (Ever!)

When it comes to hiring practices for salespeople, does your team have a system? Do you know what to look for (or avoid) in a salesperson, and how to vet them properly during the hiring process? I love writing about this topic for a few reasons. First, I find the interview process very exciting—there’s nothing [...]

By | 2017-05-08T15:56:36+00:00 September 22nd, 2015|Sales Leaders|0 Comments

You Listened to Your Prospect and Waited Until the New Year – Now What?

“That sounds great, but I don’t have any budget right now.” “We’ve planned our projects for the rest of the year, and this doesn’t fit in.” “Can you give me a call next quarter? We’ll be working on next year’s budget then, and I’ll see if we can fit this in.” Sound familiar? Well it’s [...]

By | 2016-10-17T16:33:41+00:00 January 6th, 2015|Sales Leaders, Sales Success|0 Comments

6 Sales Training Ideas for Your Next Team Meeting

When you hear “sales training,” you probably think of an offsite retreat. You and your team are sitting in a conference room somewhere for one or two days learning new processes, techniques, and methods for selling. You’re also hearing from product managers, the marketing team, and sales leadership. This type of sales training is important! [...]

By | 2016-10-17T16:33:57+00:00 October 21st, 2014|Sales Leaders|2 Comments

3 Techniques to Tell an Objection From a Refusal

Sometimes, a prospect just won’t fit with your solution. Don’t stress! It’s better to figure that out early than waste time chasing an unproductive lead. An outright refusal can actually be a gift – it lets you clean out your pipeline and focus on remaining deals with higher potential. Before you start pulling out your [...]

By | 2016-10-17T16:34:31+00:00 May 27th, 2014|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

Don’t Forget to Tie Your Shoelaces! – Five Don’ts for Salespeople

When following the don'ts for salespeople, its important to remember that becoming a great salesperson begins from the foundation up.  You must follow your intuition, keep your confidence, and focus on being present in your life and actions. Five Don'ts for Salespeople: Don’t lose momentum. Prospecting is like a flywheel. It takes a while to [...]

By | 2016-10-17T16:36:32+00:00 June 10th, 2011|Sales Success|0 Comments

Silent, but Deadly Objections

Sometimes, the hardest part of handling an objection is recognizing it in the first place. I vividly remember one prospective client who met with us at our office. As he sat with us, pouring out details about his business, we captured all the important steps, including narrowing down his top four requirements for improvement. Not [...]

By | 2016-10-17T16:37:08+00:00 March 23rd, 2011|Sales Success|0 Comments

They Said What?!

“What happens if the person managing my project leaves your company?” “I don’t see how my team will implement your product.” “How do I know your solution will work for my team/company/industry?” “We’re not ready for this kind of expense right now; talk to me when our new budget year starts.” “How can I be [...]

By | 2016-10-17T16:37:10+00:00 March 18th, 2011|Sales Success|0 Comments

Lead with Why and They’ll Line Up to Buy

When looking to grow your rate of success, Simon Sinek points out that it is crucial to lead with why. Simon Sinek’s presentation "How Great Leaders Inspire Action" from this year’s TED Conference caught my interest. He has a simple but powerful model for inspirational leadership, all starting with a golden circle and the question [...]

By | 2016-10-17T16:37:14+00:00 March 11th, 2011|Sales Success|0 Comments