Are Your Customers Tuning You Out?
Before delivering a training lab to a new client, I interview a number of their customers and prospects as part of my preparation process. The end goal of any training is for the sales team to leave with the skills to exert greater influence and impact within their...
Closing the Sale – The Simple Truth
Sales people work hard to get in front of new customers. And put extensive time and resource into understanding their issues and perfecting relevant solutions. Given this incredible investment I have to ask, “Why do so many talented sales people stumble when it comes...
Three Kick-Ass Stress Busters
Stress levels are at record highs and, with nearly 50% of people saying that their stress levels have increased over the past five years, it’s only getting worse. While stress is driven by many outside forces such as sky high sales quotas, saturated markets,...
Are You On The Crazy Scale?
Last year my local paper reported this story: A 32 year old man driving a two–door Bentley (not the type of car that goes unnoticed) stops at a red light at 2 AM in the morning with a police cruiser immediately behind him. When the light turns green the Bentley...
Will You Miss Out in 2016?
Christmas Eve in Toronto was spectacular this year. Rather than the traditional carpet of frigid white stuff, we woke to a sky of perfect blue and spring-like temperatures. It’s unheard of at this time of year. So I suggest to my hubby that we make the most of...
The Secret to Work-Life Balance
We all strive for the elusive utopia of “work – life balance” (WLB) dangled before us by professional development gurus like a golden carrot. How many of us have quietly berated the boss, pointed a guilt-laden finger at the client or cursed the job for robbing...
Think About This
I recently observed a 30-minute presentation made by a technology sales rep to a group of 14 top resellers who happen to be my clients. These are the people who can provide him immediate access to multiple clients across North America. Any seller would agree that this...
Your #1 Sales Tool
Face it. When you engage with a new prospect there’s a 90% chance that they won’t need you right at that moment. Even when your contact is polite enough to respond, his reply can be disappointing for an enthusiastic seller. “Check back in six months.” “We’ll be...
Yes, you’re bothering me
My clients love to send me prospecting messages they receive from sellers. They know that the content is fabulous fodder for my upcoming book. And, I like to analyze each message as a reminder of what works, and what doesn’t, in prospecting today. Sadly, most fall...