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Sales Productivity


by Lori Richardson For the last few years there has been such a push on sales technology tools to help us all win at selling that often the basics around mindset get shoved to the curb. In selling, having optimism deep down and really being resilient grows sales. You CAN figure out the rest. I know I did many years ago. I did not understand the products I was selling, and I did not know who my best customers were, or even how I would...

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Breaking Bad Sales Habits

Breaking Bad Sales Habits


Posted By on Jul 14, 2015

by Liz Wendling One key to increasing your productivity and output, and most importantly your income, is to work the entire time you’re at work. Don’t squander that precious commodity. The biggest time wasters are checking email, surfing the web, taking phone calls that distract you, and using up the time that you should be spending on high-value tasks. Change bad habits to create incredible results It’s never easy to...

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8 Keys to Unlock Your Sales Potential

8 Keys to Unlock Your Sales Potential


Posted By on Oct 30, 2014

If you, your business or organization is seeking to expand its sales training and development, here are some key suggestions to ensure that you are doing this education the right way meaning you are getting “more bang for the buck.” Guest post by Leanne Hoagland-Smith Sales training will be one of the few training and development areas that will experience an increase in expenditures according to a recent report. With the...

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Is Your Pipeline a Pipe Dream?

Is Your Pipeline a Pipe Dream?


Posted By on Oct 21, 2014

Identify key steps in your sales process to prevent “hope” pipelines.  Determine the questions and decisions that must be made at each stage.  Have you ever heard this statement?  “I’m hoping it will close this month.”  (And the CEO is hoping he can pay you.)  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...

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Many salespeople need to develop an emotional intelligence skill called reality testing.  This is the ability to see things as they are rather than how you would like them to be.  Here are three tips to help you improve your reality testing skills and consultative selling skills.  _______________________________________________________ You met with the prospect and thought you ran an effective meeting.  The prospect seemed engaged and...

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Are You Busy or Productive?

Are You Busy or Productive?


Posted By on Sep 12, 2014

by Colleen Stanley You’ve all seen this salesperson. He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for his efforts. What’s not working? This salesperson is confusing being busy with being productive. As a result, he is on an endless sales-gerbil wheel leading to no sales. Here are a couple of tips from top sales producers that are busy AND productive. #1: Time Management.  ...

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