Are You a Social Seller?

Have you already jumped on the social selling bandwagon? If not, what are you waiting for? As the whole world is turning towards social media, so are your prospects. Is there a better way to reach and find out everything about your leads than through social media? Social selling is about Continue Reading

Don’t Stumble: Seize The Teachable Moment

Executive teams around the world work hard to achieve the expectations inherent with their status as leaders for their companies. In sales, as leaders and coaches alike, we use a frequent term to describe a common phenomenon: stumble. Managers can “stumble” from not being alert for the best Continue Reading

Mental Magic: Lessons in Influence

It’s only been in the past 50 years that researchers have begun to recognize that persuasion, while an innate capability for some, also has a scientific application. Since the beginning of time, people-versus-people-type conflicts have consistently been some of the most influential events on Continue Reading

Let’s Have Fun! (in sales)

Last week I was in New York speaking at a conference; during my time on stage, I used the phrase, “If you can’t have fun, you shouldn’t be in this room (and probably can’t sell”), and the reaction I received was interesting to say the least. As I scanned the room, bewildered faces seemed to be the Continue Reading

Rules To Maximize the Sales Negotiation Process

The sales negotiation process is a salesperson’s opportunity to meet three critically important objectives: establish a relationship with the buyer; remove risks that prevent a buyer from signing your contract; target a bigger sales package than the buyer originally expected. Here are a few tips to Continue Reading

4 Reasons Why Your Online Demo is Failing You (and how to fix it)

Let’s get right into it… you get your prospect on the phone, prepared to give the demo of a lifetime, hoping (no hope is not a strategy), knowing that you are about land the deal that will make you the talk of the entire company. Now let’s fast-forward… and the time comes to give what was just the Continue Reading

Stay in the Game and You Won’t Drop the Ball

We’ve probably all experienced it at least once: that big deal we had “in the bag” falls through at the last minute, leaving us feeling like we’ve been sucker-punched in the gut. Already basking in the afterglow of our hard work, feeling pretty good about ourselves, we suddenly realize how we’ve Continue Reading

The Art and Craft of Following Up

There’s something uniquely challenging about following up with clients after a sales presentation. If we do it too soon, we risk coming across as overly eager to pocket a commission. On the other hand, if we wait too long, we risk being undermined by a competitor who happens to catch our customer at Continue Reading

Translating Sales Excuses into Sales Performance

It’s human nature to make excuses. When things don’t go quite the way we want or expect, our first instinct is not to self-critically evaluate what we could have done better or differently. We blame other people or circumstances beyond our control instead. We’d make more sales if only our prices Continue Reading

Why It Still Pays to be Persistent

When you live in breath the life of a complex sales, it’s so (unfortunately) easy to play the ‘what if game’... always contemplating if you’re rubbing the prospect the wrong way that he or she will flip the switch and ruin the deal. I’m here to break it to you that not only is being persistent Continue Reading

How Some Simple Math Can Improve Sales Efficiency

How do we measure the efficiency of our sales process? Is it just about the money we’re bringing home at the end of the day, or is there more to consider? How can we be sure we’re getting the maximum return on our time and effort? Smart salespeople know that, even when business seems to be Continue Reading