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Stop Wasting Time: The Efficiency of Effectiveness in Sales

December 8, 2014
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Between phone calls, meetings, professional development, presentations, research, paperwork and networking (not to mention time sucks like Facebook), salespeople can spin their wheels for hours — only to realize that they’ve produced absolutely nothing by the end of the day.

Results happen only when you can distinguish between […]

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The Only Thing a Salesperson Can Control: Sales Activity

October 6, 2014
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Pity the many salespeople who set off each morning with high hopes of beating their quotas (or even meeting them), only to lose steam by lunchtime as — despite their best efforts — nothing seems to be happening.

No sales. No new leads. Not even a returned call or email […]

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Give Before You Get: The Mantra for Better Sales

September 23, 2014
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Everyone knows the stereotype of typical salespeople: aggressive, slick “type As” who won’t take no for an answer and always “get over” on the people they are selling to. Unfortunately, stereotypes are often based on truth, and there are still — to this day — jerks in the sales […]

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Be the Viagra of Sales

September 1, 2014
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Viagra is touted for making powerhouses in the bedroom. If only there was a Viagra for each area of life, like business. Just pop a pill and…voila!

But we all know it’s not that easy. Making big money takes work. Still, sales can be sexy…right […]

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Marketing is Dead: Long Live Lead Generation

August 25, 2014
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Before marketers get all in a tizzy over the headline, let me clarify. First, I am a marketer, so I am not advocating putting me out of business. But, I think marketers would perform better if they repeated a single mantra while when building and executing a campaign […]

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Dealing with Low Performers in Sales: Are You Too Harsh?

August 19, 2014
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Sometimes, despite everyone’s best efforts, a salesperson just isn’t cutting it. The approaches to solve this vary, but they tend to be extreme on both ends of the spectrum: either too harsh, or too soft.

When it comes to dealing with subpar performers, the best approach […]

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Why 50 to 70 Percent of Salespeople Stink

July 25, 2014
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Received this in the mail this week. Thought I would share it (with Jerry’s permission) as it illuminates exactly what is wrong with most salespeople.

“We all sell something in business.

When I see the amounts of money spent on marketing every year, and then look at […]

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Authority Selling: Don’t Like Me? Who Cares? You Will Buy Because You Respect Me

June 24, 2014
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Don’t Like Me? Who Cares? You Will Buy Because You Respect Me

A lot has been written about building rapport and getting prospects to like you when selling them. This is all well and good, but it has led to, in my experience, an excessive […]

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How to Sell to Top Influencers

May 7, 2014
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How would you like to pitch one person and get steady, repeated sales from many people from this?

Rhetorical question, of course.

The secret to achieve this is to sell to “influencers,” otherwise known as “opinion leaders” — those personalities whose popularity and influence can shift audience taste and […]

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Dumb Sh&# Sales Managers Say

May 7, 2014
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The only thing worse than a poorly performing sales team is an idiot manager whose constant delivery of counterproductive messages is the primary cause of the sales team’s failure.
There, I said it.

Not to let bad salespeople off the hook, but sometimes sales leaders are incompetent […]

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