Having solid follow up strategies and tactics will separate you from the dozens of other sales reps who calls the same prospects as you. This gives you a distinctive edge. Make the most of your follow up calls and watch your sales grow.
Fresh can be as simple as an iteration or add-on to something already discussed or shared. Stale ideas, suggestions, or practices can be freshened when they are challenged, rethought, and if still relevant, recommitted to.
If you’ve heard it once, you’ve heard it a thousand times.
From business, to sports, to politics, relationships, money, and success — “fake it until you make it.”
Pretend like you’re already there, and you’...
One of the great truths of mankind, is through all of our suffering and failure we continue to seek happiness and contentment. We desire it, we dream of it, we hunger for it, and we plan for the day when we will finally be happy.
If you expect to lose, you probably will.
You don’t need to lose. You shouldn’t lose.
You’re not supposed to lose. You definitely don’t deserve to lose.
But you will lose.
Because you aren’t expecting anything else. Your ...
Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sa
Great sales managers are worth their weight in gold. They work hard to build great teams and they win the respect of their people. By understanding what great managers actually do to make them great, you, too, can achieve greatness.
This is one of the most difficult sales situations for the sales person, because the customer's deeply held values prevent you, at least in the short term, from increasing the business. Before you decide to spend the time and effort to try to change the
A collaborative selling approach removes these fears on both sides of the proverbial sales table. As a collaborative sales professional, the Stop, Drop, and Roll response is extremely effective when faced with objections as I’ve explained in previous ar
There are always more deals than the one that you are looking at right now. Walking away is the first step in finding them.
Mean people suck the inspiration out of you. Avoid them at all costs — especially if one of them is your ...
The bottom line is that just one pithy, scathing, off-the-cuff email can have huge ramifications. While some businesses mindlessly send email campaigns from “noreply” addresses or unattended accounts, the most sophisticated and successful companies ac