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I hear regularly from my clients that they struggle finding good sales people, good customer service people or even good quality people for operations. One of the questions I like to ask or engage in discussion is “Please define or outline your recruiting process?” The second question asked is “When a desired candidate turns you …

We all think we listen well. But, do we? Does your body language say you are listening? Once you leave the conversation, could you write down detailed notes of what was said and the agreed upon next step? Who talked the most? Did the other person feel valued in the conversation? Being successful in sales …

Here is an other article based upon $3.1 billion in purchases confirming that what matters most in the buyer’s perspective is not the solution you offer, but the sales rep’s competence. This follows similar studies that show the sales rep’s competence contributes to 39% of a buyer’s decision while total solution is only 22% of …

“If performance is not improving, reinforcement is not happening.” This is a really good article on how to lead and manage your team using positive reinforcement. People trust you and listen to what you have to say based upon how they experience you. If you are always correcting them, that is negative reinforcement and they …

The more I work with sales reps, the more I realize two things: 1) Sales reps really don’t dig into the “Why” of their customer’s business. Few ask the questions to their customers “Why are they in business?” Few sales reps try to understand their customer’s true vision, the mission and values that drive the …

Good article by Rain Selling on getting to the executive suite. The key point is once you get there, you need to be able to speak their language and have knowledge of their business issues and industry issues. https://lnkd.in/exqMw2W

Top 10 Characteristics of Top Performing Sales People – Excerpts from Coaching Sales People Into Sales Champions by Keith Rosen Are constantly learning and investing in themselves Are masterful communicators Are creative – able to create new solutions and possibilities Develop a positive and healthy attitude Are passionate about what they do and deliver unconditional …

Do you know why your customers buy your products? It is not because of the features and benefits that you offer. Companies buy for 3 reasons: 1) to grow or protect revenue 2) to reduce or control expenses and 3) to reduce risk – risk related to their people, company stability, financial, market share, reputation/brand, …