How to Leverage the Notes You Take in a Meeting to Motivate the Prospect to Take the Next Step
Mindset matters. To be successful in sales you want to be intentional about what you do. Even something as simple as taking notes in a [...]
3 Questions Every Gatekeeper Will Ask and What to Do
As you painfully know, the gatekeeper is anyone who blocks you from contacting the decision maker. From my experience there are three things the gatekeeper [...]
Everyone has to Eat
I have been calling on corporate executives for the past 36 years, one of the most common objections I get when I ask a prospect [...]
2 Ways to Handle, “I Want to Think About It.”
Let’s, assume you have taken a prospect through your regular sales process and the natural cycle time it takes to do that. You have completed [...]
Why Most Sales Managers are not the Practice Coach, the Game Coach, and the Practice Coach
A competent sales manager places more emphasis on preparing their sales team for good performance than they do in the actual performance itself. The way [...]
Why Coaching Fails or Fails to Happen
What goes into “effective sales coaching”? Let’s break it down into two fundamentals. How often a sales manager does it and how good they are [...]
Review & Plan For the New Year Have You Had the Conversation Yet
Great sales managers are able to replicate their success over time because they have processes that work. One is their ability to develop relationships with [...]
Drive
After 35 years of training over 10,000 sales managers, 90,000 sales people, I know the most predictive element of success in sales. Drive. Unfortunately, drive [...]
Why Timing Calls is a Losing Strategy
A very common question that I have asked myself a thousand times is “What is the best time to call. Is there a time when [...]
5 Tips to Get Better at Handling Objections to a Meeting
No matter how we deliver sales training either digitally, virtually or in person the topic most of our clients want and enjoy the most is [...]