What’s wrong with your sales training program?
“Somehow, ‘successful’ sales training has become associated with a thick binder of material the salesperson lugs home from the class, never to open again,”...
The best sales books you’ve never heard of
Did you think that hot new book that’s being hyped all over the Internet will reveal the secret to overcoming all of the selling...
Confirmed Killers
“Hi, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you’d like to cancel?”
No one would intentionally...
Research shows males may multitask better than their female counterparts
Here’s your counterintuitive research finding for the month: Thanks to better spatial-reasoning skills, men have an edge over women in multitasking, according to a...
Why a 5-year-old could whup your sales team
When a colleague brought her 5-year-old son, Tim, to a summer league softball game recently, sales coach Kelley Robertson (fearless-selling.ca) said just observing the...
Making more of follow-up voicemail messages
If a rep leaves a voicemail message for a new prospect first thing in the morning and gets voicemail again on a second attempt...
Preparation prevents sales pitch panic
Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (huntingbigsales.com),...
In targeting new business, less is more
Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of The New Sales...
Targeting the right executive for the complex sale
For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for that opportunity. Identifying the...
Upgrading to brain 3.0
Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an operating system and...
