The Out of Office email. Yes! Out of Office messages, or OOOs as I’ve seen many refer to them, flood our inboxes especially after we send out invitations to an event or a newsletter. Typically, they are quickly deleted. Don’t Delete! Make sure your sales team is...
What is good selling? There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. Virtual or not. What we want to do is take the focus off virtual and...
The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, some are struggling, and some are in between but there is a consistent challenge for all companies, the switch to...
It’s great to give to your family, friends, and clients. But the most important gift is the gift of taking care of yourself. By giving yourself this gift, you could increase your sales more than ever before. Here are the books I mention in the video: Stillness Is...
What is a Mutual Action Plan? A Mutual Action Plan (MAP) is a coordinated, strategic plan that smooths the way for buyers to make a purchase from you. This is a living document, created by the seller's team with buy-in from the customer, that all parties use to...
It’s very easy for salespeople to waste time on activities that are either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. They...
While we're taking this time to adjust to the world around us, we must keep our schedules as regular as possible and continue to fit in learning each week. A great and cost-effective way to keep your sales team learning is to have them read the latest sales...
At many companies, salespeople and marketers focus on products when talking to customers – not business problems. The challenge is to get your sales and marketing team to focus on your customer’s business problems. Do this and you’ll hear customers ask the magic...
Do you ever feel like most of your days are spent going to meetings, assembling information for reports, and putting out fires? Do you wish you had more time to focus on the things that will make the biggest impact? What if you had more time each day...
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. What’s the next easiest way...