One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some controversial sales subjects. Click here to listen or read...
A Note From Alice: Do your prospects forget about you? Sales cycles can drag out and salespeople may not be patient enough to outlast the cycle. Sales managers may be telling salespeople to move on, and sometimes those reps should. When you already have a long...
Don’t Stop Selling There’s a little more than two weeks left in the year, and less than 10 real working days before 2017 arrives. And if you’re a sales leader, you probably hear these complaints from your sales reps: “I can’t make the...
It’s really not about the price. Prospects might tell you it’s the price, and you might think that’s the reason someone isn’t buying, but it is rarely the reason. When people have a price objection, there is something else behind it. It has more to do with...
I’ve put together a list of sales books that will be a great read as you look for new and better ways to grow your sales. Enjoy! Self Marketing Power: Branding Yourself as a Business of One Author: Jeff Beals Description- In a competitive, global economy, you...
10 Tough Questions to Close the Deal I’m excited to be a part of a new book titled, Sales Hack by Chad Burmeister, launching just in time for Dreamforce. I want to share with you an excerpt from Sales Hack which I wrote and encourage you to the read the book....
Will You Change? What if you could increase your sales 20% or more by doing one simple thing that requires about 15 minutes prior to making a sales call? Would you do it? Would you be willing to spend 15 minutes planning, prior to a sales call if you knew it would...
7 Tips to Boost Sales in August This article was written by my good friend Caryn Kopp, Chief Door Opener at Kopp Consulting, LLC. Why waste the month of August cleaning your office? Make the most of your summer by seizing new business opportunities while your...
You Are Slowing Down the Sales Process! “I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection. I am thinking, “Why now?” “Why are you...