“Congratulations!” said my mentor over 20 years ago. I was excited. After ten years of performing as the top seller, my boss rewarded me - I would make less money and work longer hours; he made me a sales manager! As a new manager, I figured THE
The most common challenges holding virtual sellers back from crushing their goals aren’t talking too much, an inability to overcome objections, poor prospecting skills, or fear of closing. Although this lack of hard skills is all too common, I would say the most common challenge
If you traveled on I-70 between Denver and Vail, Colorado, you might notice a packed parking lot in front of a restaurant with the sign: BAD FOOD, WARM BEER. I hear the food is “meh,” but the message is so different people crowd the restaurant
Ethics in sales takes commitment. Every act we perform in life, no matter how seemingly insignificant, shapes us and our success.
Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. Here are two common misguided approaches to hybrid sales training and
If you’re like most sellers, you get price objections - lots of them. It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer. But do you stop to think of the
Sometimes we think there’s a magic bullet that will catapult us to happiness and success. We’re frantically looking for a magic powder, a new pill, or the latest diet of clever closes. I hate to disillusion you, but the truth is no one thing will
Today’s buyers are desensitized to your email and phone outreach. Right now, 90% of all our revenue comes from inbound – because of video. Potential buyers are three times more likely to open and view a video than read an email. A Forbes report showed
When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. After all, they could hear the sincerity of my voice, and I made my
If you can master these active listening activities, you'll have a deeper understanding of your customers and be able to add more value.
