We help business owners and executives accelerate growth.
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 […]
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 […]
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 […]
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 […]
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 […]
With awe-inspiring performances and unbreakable spirit, athletes are spectacular sellers. Pitchman Michael Jordan sold millions of gym shoes and briefs for Nike and Hanes. Blake Griffin made KIAs cool. Olympian Michael Phelps made Subway meals seem like nectar of the gods. The classic Converses hawked by Larry […]
Invoices, order forms, expense reports, sales reports, appointment logs, credit applications – it doesn’t matter. If it’s a piece of paper work, your salespeople don’t like it and probably whine like hell about it.
Paperwork is usually slow to come in and often you, as sales […]
In business, you adapt or you eventually fade away. Part of this, however, is knowing what to do in order to adapt successfully, and this is where a lot of business owners simply come up short.
In this post, I will present a few things that businesses are […]
The world has changed. Buyers are researching and forming strong opinions well before they enter the traditional sales funnel, and sellers need to adapt. So do recruiters. With roughly 30 percent of businesses having vacancies for full-time sales positions in 2014, this is a dynamic market and […]
Heroes are dead. At least in sales they are. If they are not totally dead, they are on their way out, anyway.
What am I talking about? I am talking about the lone wolf sales guy who “wings it” on a day to day basis. This type of […]
