sales management

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Is the New Economy Changing How Your Sales Team Sells?

How has selling changed in the past several years? Has the new economy changed the way you manage and lead your business? For many entrepreneurs, these are crucial questions they must answer to take their business to the next level. 


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How Do You Nudge Your Potential Clients to Action?

Last week we talked about warming up your cold calls. This week, we share how you might nudge people to take the first steps into becoming your client. For most of the services I sell my competition doesn’t offer similar services but I still have to get the potential client…


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How To Call on High Status Prospects

Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically.  These salespeople will not call on…


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How Can Superman Save Your Marketing?

How would you like to have 170 million dollars in your bank account before your new product even launched? Well, if you’re the new Man of Steel movie you’ve already raised $170 million in brand partnerships before the movie even appears in the theaters. Talk about having star power!


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The Seven Secrets of Sales Success

There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top of your field.


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What Did Mom Teach You about Success in Life and Selling?

Why do we fail to sell potential clients? Why do so many great deals fall apart before the end?  What’s the elephant in the room that’s keeping your life from taking off? In a word, it’s trust.  I think it’s easy to say, but not so easy to understand.  Since…


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How to Win More Sales Through Better Alignment

I spend time with my client CEOs talking about their business strategies and how to get better results from their organization’s sales and marketing efforts.   You would think we might talk about their strategic issues and challenges.  But we don’t, we talk about three challenges impacting their businesses today.  I…


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Are You a Visionary?

What does a visionary leader do that most other leaders don’t?  Do I have to be a visionary leader to create breakthrough products and services? Why do I need to be visionary? These are some of the questions I hear from my clients.  Over the past 25 years, I’ve worked…


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How to Read Buying Signals Like Jack Reacher

Yesterday, we pointed out that you need Jack Reacher on your team.  Let’s continue to explore the reasons why. The second strength your sales professionals need to develop is agility.  They must be more agile than in the past. Creating stronger relationships with others means letting go of your own…


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Make 2013 a Lucky Year for Your Sales Team

When you first start out with your team selling efforts there is a lot of excitement around the idea. Without nurturing and consistently selling the idea, it can become old very quickly.  A team selling approach requires a number of changes from everyone on the team.  For example, without feedback,…