To Fix, or Not Fix, That is the Question

Why Every Sale Hides a Moment of Truth “Every day, we face thousands of decisions both major and minor — from whether to eat that decadent chocolate cupcake to when to pursue a new romantic relationship or to change careers. How does the brain decide? A new study suggests that it relies on two separate networks to do so: one that determines the overall value—the risk…

Four Reasons Why Companies Waste 90% of Sales Training Dollars

Companies spent more than $70 billion in training in 2015, a 14 percent increase from the previous year’s study. Of that, $3.4 to $4.6 billion is spent on sales training providers.1 However, 85 to 90 percent of those training dollars fail to impact after the first 120 days 2  ending up with billions of dollars in training waste with short-lived benefits. As a profession,…

Why Don’t Buyers Respond to Your Emails?

Ever wonder why 78 percent of emails are never opened? As I sit here working at my computer, I am amazed at how many terrible prospecting emails pop up on my screen, pitching me products and services that show no understanding of who I am and what I do. Because I am a lifelong student of marketing and sales strategies, I take more time…

Up Your Game in 2017

With 2016 behind us, it is time for sales organizations look back to see what worked, what didn’t, and what needs improvement. If 2016 was anything like 2015, chances are a whopping 45.4 percent of salespeople missed quota. In the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6 percent of sales professionals produced enough revenue to meet quota. This deficiency raises…

Are You a Problem Finder or Problem Solver?

Why it Matters. When I began selling years ago, my colleagues and I held a major advantage over our prospects. We owned the control over product and solution information our prospects needed to solve their business issues.  Today, they own it. Nowadays, prospects are well informed and emboldened by armloads of information. The Corporate Executive Board (CEB) claim (corroborated by many research firms) that…

What Does it Mean to Sell?

And What Matters Most? What You Sell or How You Sell Have you ever watched a professional team sport where the coach wasn’t right on the sidelines observing and coaching? A coach’s job isn’t to score points, runs or goals; it’s to improve the performance of players through observations, feedback, and coaching. The same applies to your sales team. Too many sales managers expect…

39 High-Payoff Activities – If You Do Well, You’ll Sell Well

In my experience, top salespeople, sales managers and sales leaders stay focused on what we call HPAs, or High-Payoff Activities. Once they’ve defined those HPAs, they fix an eagle eye on completing their HPAs daily or, at least, weekly. When you lead a team of salespeople, it’s smart business to use HPAs as guideposts to coach your team because you pay attention to what…

How the Right Channel Sales Strategy Grows Revenue

I often work with companies that take their products and services to market through distribution channels. This type of indirect selling brings with it some inherent challenges. And even though good benefits accrue to the company selling through channels, they do not offset the pitfalls. In one of my prior businesses, we served as channel partners for a number of major insurance companies; we…

How Must-Haves and Nice-To-Haves Make the Sale

Understanding a prospect’s key buying criteria is vital to holding a competitive advantage. To give buyers what they want, you must know what they want. As much as we would like prospects to tell us exactly what they want in clear, articulate terms, it’s not going to happen. Even though they’ve developed a vision for what the solution should look like, at the early…

Five Metrics You Must Track to Improve Sales

We've all heard the saying from Peter Drucker, “What gets measured gets done.” Edwards Deming, a contemporary of Peter Drucker, also said: “If you cannot measure it, you cannot improve it.” Regular measurement and reporting keep you focused because you use that information to make decisions to improve your results. Your most critical measurements are called Key Performance Indicators (KPIs). What KPIs do you measure? I was asked by a VP…

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