Sales Preparation


Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are important to become a successful sales person? by: Monika D’Agostino I have been skiing a lot this year, because we have had decent amounts of snow and also because I am Austrian, and that’s what we do. I am also the Chief Sales...

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by Alice Heiman Will You Change? What if you could increase your sales 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning, prior to a sales call if you knew it would have a positive impact on your results? Of Course You Would! Most of you know that planning will have this type of impact and yet the majority of you don’t...

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As I write this, my email program is turned off. It has to be. I can’t stand seeing that little icon that tells me I have 5 messages I haven’t read. It seduces me. I need to focus on my work at hand. by Jill Konrath Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a...

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Why Technology is Hurting Your Sales

Why Technology is Hurting Your Sales


Posted By on Nov 26, 2014

by Liz Wendling Technology can be an outstanding asset to help you close more sales, if you know how to use it correctly. It can also be damaging if you don’t. As a professional or sales person, have you become too dependent on technology to do your selling for you? Your success depends on how well you sell, not how well you play with your toys. Technology gives people the illusion that they are becoming more connected when, in...

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3 Reasons You Have Account Stagnation

3 Reasons You Have Account Stagnation


Posted By on Nov 21, 2014

Empathetic salespeople know how to ‘walk a mile’ in their prospects shoes.  They put on the customer hat and address  change issues up front.  Ask, plan and demonstrate empathy.  You have several good clients.  However, you know those good clients are purchasing a few lines of business from your competitor.    You know you offer a better product and service after the sale.  So what’s the reason they haven’t moved those lines of...

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