A while ago, I volunteered for a local event put on by Envision Maine, a non profit organization dedicated to promoting the next economy. The event that I attended was titled “Educating Tomorrow’s Innovators and Entrepreneurs.”
From this event, I...
Quick, what do 38% of salespeople have in common with Tina Turner? (Check out the video to get your clue)
As human beings, we are wired and conditioned to seek the approval of...
Getting feedback from your sales manager can be scary. Especially if you struggle with a need for approval from others. But as they say, “Feedback is the breakfast of champions,” and like breakfast, get coaching and feedback everyday to take your...
What is the best way to offer feedback without overwhelming your salespeople?
So many recorded calls, but still so little time! With the rising trend of listening to recorded calls, many hoped it meant that salespeople would improve faster and with...
They say when you are tired of talking about something, that is when people are just starting to get it.I am officially tired of talking about the importance of personally meaningful goals and how to create them.But there is still a long way to go....
There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.
How do you handle referrals?
Because even in today's buyer-has-all-the-control- and information overload age, referrals will still cost you less, will close at a higher value, and will close faster than any other means of generating customers.
...
On a recent #livesaleslab, we talked about two questions. First, why should people buy from you, and second, why should they buy from you now?
These seem like relatively simple questions to answer.
However, most of the time when I'm asking these...
So, how much does your stuff cost?
When I talk with salespeople about ghosting, when the best time to break up with a prospect is, and how to break up with that prospect, the analogy that's been left with me is dating.
Because throughout the conversation that I was having with...
