The One Essential Habit that Transforms Good Salespeople Into Rainmakers

You know those “stand-out” people — the 20-something who climbs the ladder in record pace, the salespeople who make off-the-chart sales… every month? They seem untouchable — but what are they doing differently to really make it rain? Bagel + Slim Jim = A Breakfast of Champions A few years ago, I facilitated a sales … Read moreThe One Essential Habit that Transforms Good Salespeople Into Rainmakers

Tell the Story, Make the Sale: Sales Conversation Starters to Improve Your Pitch

How much does a polar bear weigh? Answer: Enough to break the ice. Okay, maybe it’s the cheesiest pickup line ever, but it accomplishes an important task: it opens the door to conversation. The best sales conversation starters do the same. They tell a short story to open conversation — a story about what problem you … Read moreTell the Story, Make the Sale: Sales Conversation Starters to Improve Your Pitch

How Medical Equipment Salespeople Can Get the Most Out of Sales CRM Software

Who doesn’t love a good lunch with friends? And if you can expense that lunch and have the potential for sales, that’s even better, right? People who sell medical equipment know this first-hand – their success is based on a series of touches. Doctors don’t come in and say, “Oh yeah, I need a portable ultrasound … Read moreHow Medical Equipment Salespeople Can Get the Most Out of Sales CRM Software

Sales Funnel Management: Close More Deals by Eliminating the Noise

sales-funnel-management

If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as they move closer to being a client, they move down the funnel. But how does this funnel really help the … Read moreSales Funnel Management: Close More Deals by Eliminating the Noise

Make Yourself a Better Salesperson by Focusing on the Sales Activities That Matter

Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email or writing up a proposal. But when you’re focusing on sales activities, you need to dedicate time to the activities … Read moreMake Yourself a Better Salesperson by Focusing on the Sales Activities That Matter

The Biggest Challenges for Salespeople in 2016

Richardson Group, an internationally recognized sales training and performance improvement company, just released their 2016 Selling Challenges Study. In polling 400 salespeople, 85% in B2B sales, they revealed the biggest sales challenges in prospecting, discovering client needs, and negotiation. Here’s what they found… but I don’t completely agree. What Salespeople Struggle With in Prospecting When … Read moreThe Biggest Challenges for Salespeople in 2016

4 Lessons I Learned About Entrepreneurship From High School Band

I never realized being a band geek was leading me to entrepreneurship. I grew up in Germany on an army base. With my dad as my music teacher, I started playing alto saxophone in seventh grade and continued through high school. The endless hours of practice and the cut-throat competitions did more than just make … Read more4 Lessons I Learned About Entrepreneurship From High School Band

Strong Sales Presentations: How to Leave Prospects Begging for More

You’ve made it past the cold calls into the conference room, and now it’s your time to shine. The typical slide shows with bar-graphs and pie charts don’t exactly leave your listener begging for more. So how do you get to the place where prospects are asking questions and ready to sign? What are the … Read moreStrong Sales Presentations: How to Leave Prospects Begging for More

How to Set the Right Expectations So Clients Don’t Run Your Life

Think for a minute about your internet going out. If your service provider sends you an alert that your connection will be down for 2 hours, it’s inconvenient, but you can adjust. You’ll go to a coffee shop during that time or schedule something away from your computer. This simple notification enabled you to adjust … Read moreHow to Set the Right Expectations So Clients Don’t Run Your Life

Salespeople: Here Are 3 Ways To Save An Hour Per Day

If you were to analyze a typical salesperson’s day, what would you see? Most likely, you’d find them filling out paperwork repeatedly, making conference calls, meeting at specific times (in inconvenient locations), providing customer support for current clients, creating a list of prospects to call, and, let’s not forget, making sales. Sure, there’s value in … Read moreSalespeople: Here Are 3 Ways To Save An Hour Per Day