Blog

24
Oct

2 Keys To Getting Maximum ROI From Your Training Budget

I work with a variety of Birmingham, Atlanta, and Chicago organizations in various fields, from healthcare to restaurant equipment. Over the years, I’ve seen many companies achieve sales growth that far exceeded their goals after investing in training. – One healthcare client achieved a 33% increase in referrals, the life-blood of their business, in just …

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10
Oct

3 Bad Sales Habits to Break Now

From time to time, I work with sales teams or leaders who have begun to implement Customer Aligned Selling™ in their organization, but who are struggling with getting the results they want to achieve.  Many times, the problem is that they have not completely adjusted their mindset and approach to sales calls.  They are still …

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27
Sep

How To Keep Customers From Focusing On Price

Many sales leaders think price is paramount to buyers because their sales reps regularly tell them that deals were lost because the price was too high.  But this is usually just an excuse the buyer gives.  Price is rarely the primary factor in the buying decision. According to Howard Stevens, author of Achieve Sales Excellence, …

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12
Sep

How To Use a Meeting Summary To Win Sales

The sales meeting summary is one of the most important components of a successful sales process.  Beyond serving as your meeting notes in your CRM, a good sales meeting summary can help your sales reps close deals in several ways. It establishes trust when they tell a customer they will send a meeting summary within …

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29
Aug

4 Sales Training Pitfalls & How to Avoid Them

Winning teams are always looking for ways to improve.  For sales organizations, that means investing in sales training and sales coaching programs. Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they …

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25
Jul

7 Habits of Valued Advisor Reps

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no …

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11
Jul

What’s Wrong with Sales Quotas

   Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of …

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