So we’re back to work in the New Year. How do you jumpstart your sales in the coming year? I’m going to share a profile of a sales professional that can light up your sales team this year. I warn you this may not be the most traditional sales hire,…
With all the changes going on in your markets, how do you increase your sales professionals’ effectiveness and results? Over the past several years we’ve seen sales cycles getting longer, fewer qualified meetings with clients, and lower sales volume. The year 2013 is going to be a challenging selling year…
How do you create a winning sales strategy? I received several notes last week on my blog asking how Zig Ziglar would train sales professionals today. One reader asked me what big trends were impacting sales professionals and what skills will be required to succeed in selling in the…
So how would Zig Ziglar use current technology to leverage his ability to connect with others? I did a quick search and found that Zig has been mentioned over 41,000,000 times on Google. He’s mentioned over 1,270,000 times on YouTube and has 87,207 fans on Facebook. Not bad for…
Zig Ziglar was an American Success story. He passed away last week. When someone passes away, you realize you never had that chance to tell him how much he meant to you and your life. Zig taught me how to sell in the 1980’s. I can’t think of a person…
How do you gain an edge in this everchanging business environment? Have you ever considered how to become the trusted advisor for your best clients and potential customers? I have an easy way to create significant value for your clients while adding little cost to your products or services….
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…
Last week, we talked about big data and how to be a better leader by better understanding how your market is changing. The challenge for most CEOs is to find individuals who can help develop and implement strategies to meet changing market needs by accurately reading the trends you see…
How much money do you invest to get a new customer? Like many business owners, you make a significant investment in bringing in new customers. If you read business magazines you are always seeing articles about marketing, target marketing, and lead generation. These topics are getting a lot of press…
I find one of my clients’ biggest challenges is they don’t have a clear view of who they should be calling on to sell their products and services. Their sales teams spend a lot of time and energy calling on people who can’t or won’t buy their products. Over the…