Doctors are bombarded with medical equipment sales. To the physician, all the pitches sound the same. Sure, they might have personal preferences — just like some of us prefer Fords and others only buy Chevys. They know there are strict regulations ensuring their DME is diagnostically sound. Maybe some features…
When I was a sales manager, I was ready to close the biggest deal of my life. I met this guy, we clicked, and our products were a great fit. He told me, “Clayton, I really like you and what you’re offering. We are a perfect fit. I’m going to be…
Getting dumped feels awful. And salespeople deal with this feeling more than most. When a lead stops responding, it can feel like your whole world stops. You’ve been nurturing this sales relationship for months, and now it’s over. Or is it? If a sales lead stops communicating with you, they…
Eight-year-olds think they know everything. Trust me — I’ve got one. They think they understand how life works and they don’t want help from anyone. Now, as the adult, I can easily look at a situation and see the problems. But, if I ask my daughter, “Hey, can I help…
Some people could be professional time-wasters. You know the kind. They piddle, browse, and fidget their days away. But although we know some of the obvious wastes of time (like drifting into the social media vortex), other time-sucks come disguised. Want to know a great waste of time? Trying to close deals…
“You’ll lose your job if you don’t use the CRM.” That should work, right? Surely your salespeople will get on board if their jobs depend on it. Not exactly. Even when people’s jobs are on the line, only 40-60% of sales reps are using their CRM — leaving your company…
Email is easy. But easy isn’t always best. People try to send emails instead of having conversations all the time. Sometimes it works. But in these seven situations, it just doesn’t. Even if you’re tempted, don’t have these conversations via email. It’s time to pick up the phone. 1. Anything…
As an employee, it’s always nice to hear, “It’s okay. Just wait until tomorrow…” But if you want to build a winning sales team as a sales manager, you need to build a sense of urgency. You need your sales team to get excited, to crave a win today, and to…
We've all seen the frumpy sales guy come into a meeting fumbling through his stuff. His pen doesn’t work, he’s scattered, and his breath stinks. Don’t be that guy. You want to be the guy who walks into a meeting cool and calm. You know your stuff and you’ve got…
Sales proposals aren’t magic. They won’t make your reluctant prospect suddenly say yes. They won’t save a bad deal. They’re not the secret ingredient to your recipe for success. But sales proposals are essential. They may not seal the deal, but you can’t seal a deal without them. When a…
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