Sales Success and The Hidden Path

Sales Success and The Hidden Path

Sales Success? In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success: Increased income, greater respect from their peers and...
Organizing Information

Organizing Information

Best Practices #38: Maintains an organized filing system, with all the useful information readily available.   “I’m just not a very organized person.”  That’s what one of my recent seminar participants said. “You’ll never be as successful as you could be until...
Discounts?

Discounts?

Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin?  A. Let’s think about this one together. If your margins are...
High Expectations

High Expectations

Question and Answer Q. Your Ezine referenced something that I struggle with almost daily.  I’m definitely known for having very high expectations that aren’t so easy to meet.  I wondered if you could elaborate on what strategies you have seen succeed regarding this,...
Joint Sales Calls

Joint Sales Calls

One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that, I received an email from an Ezine subscriber some...
5 Sales Strategies to Develop Accounts

5 Sales Strategies to Develop Accounts

Salespeople are most successful when they use proven sales strategies to develop accounts. It makes sense. Rarely will you make one sales call on someone and then never see them again. More likely, you will come to know these customers. You can’t expect to sell...