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 | 2016-10-17T16:31:17+00:00 April 5th, 2016|Sales Success|1 Comment

Consultative Selling Using a Common Problems Approach

In my world of sales and sales training, I hear the term “consultative selling” thrown around quite a bit. That term can mean a lot of different things to a lot of different people, so I will give you my definition. First of all, consultative selling has two parts. Part one is about establishing comfort [...]

By | 2016-10-17T16:33:48+00:00 December 2nd, 2014|Sales Success|0 Comments

What’s a Unique Feature?

Do you know how important it is to distinguish specific features in your company’s offering? Many sales leaders I talk to don’t realize that the more you can differentiate your products or services, the more your sales team can build useful dialog with your prospects, clients, and customers. It doesn’t stop there though. I’m not [...]

By | 2016-10-17T16:33:51+00:00 November 18th, 2014|Sales Leaders, Sales Success|0 Comments

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

The Bad Sales Presentation: Shoot First, Ask Questions Later

Being on the receiving end of a bad sales presentation is definitely and awkward, painful experience. The other day I was using our website’s back end tool to update some of our content. As I navigated through the clunky menus, a familiar feeling of frustration swept over me. You know, the kind of frustration that [...]

By | 2016-10-17T16:35:07+00:00 September 27th, 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

Sales Manager: Swiss Army Knife or Rusty Tool

It’s the end of the month. I am gathering numbers and have reports spread all over my desk. Somewhere amongst the wreckage of sales data is the number I am looking for. The number that will shape my next 30 days…“How many units did we sell?” As the data starts coming together, I feel as [...]

By | 2016-10-17T16:35:40+00:00 August 28th, 2012|Sales Success|0 Comments

Fix Your Failing Sales Team Meetings

Don't get held back by failing sales team meetings, fix them! We’ve interviewed hundreds of sales managers over the years, and some of their biggest complaints are that team meetings are frustrating, monotonous, and unproductive. What’s going wrong? Should sales teams just stop meeting altogether? Instead of avoiding sales team meetings, use these five strategies [...]

By | 2016-10-20T17:28:51+00:00 April 27th, 2011|Sales Leaders|0 Comments

Bringing Your Head Trash to a Sales Meeting

I have a sneaking suspicion that many of us salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting. For myself, I have observed that the number of objections I bring can be affected by the status of my deal pipeline. Most of the objections I [...]

By | 2016-10-17T16:37:15+00:00 March 9th, 2011|Sales Success|0 Comments