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Posts Tagged "salespeople"


by Colleen Stanley Where is Your Focus? Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus. Learning and mastering new sales skills can only be achieved with focus....

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by Colleen Stanley Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze their current situation. (It’s kind of like a doctor bringing in surgical tools without a diagnostic—crazy.) Some of this behavior exists because your prospects are overloaded. Their behavior could also be coming from ‘sales...

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By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

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by Nancy Nardin David and Matt have discovered that simplicity in sales matters, and as a result, they’ve hit the big time book lotto. I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input.   Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “Eat This, Not That!” The book is referred...

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by Merit Gest Business owners and CEO’s of companies generating $3 to $50 million in annual revenue were recently asked ‘what is the most frustrating position to hire for within their company?’. The answer was ‘salespeople.’ Most managers have paid their dues and worked their tails off, clawing their way up the corporate ladder. However, most managers were not brought on to their company with a solid, structured, onboarding program....

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