Sales Blog

  Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many who attend our Sales Training think that to lead your […]

  “Find the prospect’s hot button and push it” One of my earliest sales mentors told me this during the first ever Sales Training that I attended. We’ve heard these thoughts before; but what do they mean? Is it to […]

  With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn, job searching has become largely electronic. Yet hiring a sales team, especially those who will become long-term loyal assets to your firm, remains a difficult task. […]

  Finding and hiring good people is a challenge in any industry.  However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I […]

  How do you view the profession of selling? Let’s face it; selling is unlike any other business or profession in the world. I am not referring to those who do a little selling as part of their overall job […]

  Cold Call Objections No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career. What am I talking about? Cold call objections […]

  Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment.  Whew! Even if you already know the […]

  How frustrating is it when your client has gone through your proposal and your sales presentation and then said ‘I want to shop around and get some quotes from other suppliers’? It’s not obvious from his statement what exactly […]

  There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, […]

  Although we’ve spoken in the past about avoiding the discount question, there will come a time when we have to face reality and have to discount at some point. What I’m referring to is damage control and that’s what […]

  There will be occasions when the prospect does not go with your solution and chooses either to do nothing or go with a competitor. Even if you have the best solution available to the client, their buying decision may […]

  One of the best one-liners I’ve ever heard in sales is this: “Always remember that people buy for their own reasons and not yours” This is so true for a number of reasons and this should be engraved on […]

  I remember my nan used to love Columbo. Everytime I was around her house as a youngster Peter Falk would be on solving another murder case wearing that horrible overcoat! I loved the way he used to play dumb […]

You really need to watch the Inspirational Al Pacino Speech! If you ever need a little bit of motivation or inspiration, need a kick up the backside or just need to regroup and “go again” then this speech is the […]

  Sales Managers need to be able to communicate very effectively. If you’ve been in management for any length of time you will already know it doesn’t take much to cause animosity, resentment, or even real distaste with people that […]