As summer winds down and kids head back to class, sales professionals might want to consider doing the same, figuratively, of course. The final trimester of the sales year is here, and whether you’re behind your quota or pacing ahead, it’s a great time to get back to basics. In today’s ultra-competitive market, there’s no
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If you’re in sales, chances are you’ve experienced stalled deals, prospects who ghost you and polite conversations that go nowhere. You prepare your presentation and showcase your value, yet nothing sticks. The real issue? You’re treating symptoms, not root causes. The biggest mistake in sales is assuming your prospect fully understands the depth of their
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… on Engaging Effectively in the AI era That’s the biggest stereotype some people have about the “typical salesperson”? It could very well be the one-dimensional schmoozer depicted in movies, or television, many years ago. Pushy. Fast-talking. Fixated solely on closing the deal. Not always completely honest. But it’s not a stretch to say
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March Madness is a well-known term in sports, signifying the NCAA college basketball tournament — a thrilling, single-elimination, winner-take-all event. Beyond the basketball courts, March also brings the excitement of Major League Baseball’s spring training and Opening Day, as well as the promise of warmer days ahead. However, “March Madness” can also describe erratic behavior
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If you’re reading this, you already know that sales can be a challenging business—constant rejections, numerous dead ends, endless price quotes and proposals that often don’t lead to anything. It’s tough work. When a prospect doesn’t buy, the blame often falls on them. “They weren’t really interested but acted like they were. The timing wasn’t
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As the new year begins you (hopefully) have drafted and are preparing to implement a plan to increase sales and drive revenue, in 2025. Take a moment to survey the ever-changing business development landscape. If you haven’t noticed, the world of sales is evolving rapidly. Technology is becoming more advanced, customer expectations are higher and top
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If you’re a sales director, or manager, you already know you have one of the most difficult and demanding jobs in business today. Motivating and holding your people accountable, training and coaching your team, generating reports and managing your customer relationships, putting out fires and being held responsible for hitting a company or departmental revenue
Read More If you’re in sales and new business development, you know that your job consists of three primary functions: selling (including presenting your solution to a prospective customer or client, then closing for a commitment), servicing the account once you’ve closed it and prospecting for new opportunities. By far, the activity that many sellers find most
Read More So, here we are in August – what some people refer to as the “dog days of summer.” Temperatures and humidity are through the roof, many of your clients, customers and prospects are on vacation and those deals you thought were going to close in June or July just haven’t happened. This time of year
Read More (Reader Alert: This article is about golf; if you are not a fan or a participant – or have little patience for those who are – please feel free to turn the page. But, if you have any interest in improving your “sales game,” read on.) If you’re still with us, welcome to the most
Read More The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being (or have been) planned and, as a frantic business executive, chances are you’re looking forward to some well-earned time off. All fine and good, and
Read More The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot, humid months), Cinco de Mayo, the Kentucky Derby, high school and college graduations, Memorial Day and the Indianapolis 500, to name a few. But we
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