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After years of chasing numbers and sales goals, I realized something was very wrong. I felt empty and disillusioned with the entire world of business and sales. As an entrepreneur I had worked extremely hard for more than 10 years. All I had to show for all of my hard work and discipline was 2 ... Views: 862
Recent surveys indicate that almost 95% of companies change their sales compensation plans each year. Frankly, I’m a little surprised by these statistics, and suspect the high number is due to the tendency in many cases to categorize minor tweaks, administrative matters, or even rolling out new ... Views: 1011
In a recent workshop I conducted on “The Art of Dealing with Difficult People”, we spent some time discussing terminations. If you’ve ever had to terminate someone, you know how difficult and stressful this can be. (Donald Trump excluded!) Over the years, I’ve developed a leadership philosophy ... Views: 906
Selling Against the Competition
Companies who don't understand their competitive advantage say things like "Our product is better quality" or "Our service is better." Even if a company has better quality or better service, it won't convince it's customers just by saying so, because many of it's ... Views: 3319
Selling with Honor and Courage:
It is OK to admit you are afraid! Fear can be and usually is a great motivator. It doesn’t seem to matter what country I am in or what the market conditions are, over the past decade we've been training salespeople in the Quid Pro Quo sales approach, we've ... Views: 751
Hiring salespeople is more an art than a science, and too often business owners want to know the exact formula for hiring the right salesperson. To be successful, you must devote some time upfront to developing an effective hiring strategy for your particular business. Here are some ... Views: 883
If you think of the proposal writing process as intimidating, daunting and time consuming, I want you to know that you are not alone. Daunting though it might be, you’ve got to learn to do it well, because writing proposals for almost every profession a key to securing business.
There are lots ... Views: 836
Effective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate ... Views: 877
Oxytocin is a chemical that is produced naturally in every human's brain. Its production is triggered by a range of stimuli, including sex and breastfeeding and it is known to be important in the formation of social ties, such as who we choose to mate with and bonding with our children. In fact, ... Views: 1401
I’ve been listening to one of my favorite coaches at www.blogtalkradio, Dave Buck, and his first question is still lingering on my mind. He asked, “Do you really think it’s all about producing or working while under stress? If we are tired of producing and consuming under stress, what is next?” ... Views: 704
Be Aware of Google Ad words Phishing Emails
We and some of our clients have started to receive a lot of phishing emails that claim to be from Google Ad words.
These emails generally have the sender as “Google ad words-no reply” and the subject header of “Please re-activate ... Views: 677
Let’s do a quick review of the first four of my top 7 top producer secrets:
First, Step away from the talk. Any negative talk about this is going to pull you right into the vortex of a downward spiral. Take actions that get you away from the gloom and doom.
Second, Flex more muscles. Now COULD ... Views: 785
This book review is part of a series that covers the topic of Sales Management Training. Sales Management Training involves teaching sales team leaders to better conceive, plan, execute and control their sales strategy, in such a manner that ensures a growing flow of regular customers and ... Views: 1019
Sales Management Training involves teaching sales team leaders to better conceive, plan, execute and control their sales strategy, in such a manner that ensures a growing flow of regular customers and increasing amount of sales. Sales team members might include the following positions:
Sales ... Views: 3200
Need to build a high performance sales culture quickly? Have a desire for sustainable sales results? If you are like me, you understand mediocre sales results will implode your business given our current economic environment and competition being so fierce. Additionally, there are far too many ... Views: 1621
As a Sales Management Training consultant I’ve seen companies make some costly mistakes in regard to sales. How do I know? In 1998 as a pioneer for converting a reactive customer service team of a Fortune 500 conglomerate to proactive sales force, I made similar mistakes. Mistakes ranging ... Views: 1005
OK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys. ... Views: 900
Shhh…can you hear that? That growing noise you hear is either our once strong economy coming to a screeching halt or the sounds of economic experts offering up their noisy opinions. As a former Macroeconomics professor, I know if you ask 5 economists their thoughts on the direction of the ... Views: 2049
1. Attract Business to You!
Imagine being flooded with phone calls and emails from hot prospects requesting information on your products and services. Top performers have a philosophy that works. "Don't make cold calls - attract warm calls."
By infiltrating key target markets and ... Views: 631
Companies all over the country are spending thousands of dollars to put their sales reps through extensive sales training. An employee returns to work eager to sell, but they soon find little has changed.
It could be, the wrong person has received the training. A manager who is ... Views: 827
Executive Overview
Long before coaching became a recognized niche of and by itself, there was a long-standing belief in many sales organizations that coaching of employees was a fundamental management responsibility. Moreover, every professional sales trainer you spoke to, every textbook you ... Views: 1001
I recently interviewed a candidate for a senior level sales management position. During the interview he indicated that he would wait until a salesperson consistently failed to perform and then he would step in to identify the problem. I didn't agree with that philosophy, but I remained quiet ... Views: 5471
Your palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name.
Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her.
You pound your forehead in ... Views: 1485