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“Test your ideas in the field, not in your head.” This is the mantra salespeople—and by extension, potential business owners—must tattoo on their minds. You don’t have a monopoly on ideas. Customers reward the sales person they connect with...
Dear Business Owner, some problems in sales get blamed on marketing—and some problems in marketing get blamed on sales. Few internal battles drain more energy, money, and morale as much as the sales and marketing conflict. Here are 3...
A comfortable salesperson is a dangerous thing—dangerous to the business, to their own growth, and to the team’s overall productivity. Motivating him doesn’t work-scaring him does. Comfort is dangerous to selling. Your ‘pep talks’, contests, trainings, even repeated “Believe...
You may not realize it, but your personality type could be influencing your focus as a sales professional in leadership—and not always in ways that help your team hit target. We all come into sales leadership with strengths. But...
Dear Sales Manager, are you managing numbers or managing people? If your entire sales management strategy fits into an Excel sheet of monthly targets, congratulations—you’re not managing. You’re hoping. But, “Sales is a game of numbers,” you say. True....
If you did not connect with the buyer during the pitch, you will not with your proposal. If your meeting ends with a bland, “Send us the proposal, we look at it and we will get back to you,”...
