Blog

14
Jun

The #1 Question That Drives Sales

According to a 2015 Salesforce.com study, 82% of sellers are out of sync with their customers.  In my experience, the most probable cause of this is that there are a lot of salespeople who are using outdated sales techniques based on an approach to selling that does not work in today’s environment. Until the 1990s, …

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10
May

Improve Engagement by Increasing Trust

Steven M Covey in the book The Speed of Trust states that companies that have high trust outperform low trust companies by as much as 286%. To get that level of performance, the employees are fully engaged. What does trust have to do with engagement? Everything! Trust is the foundation from which everyone builds relationships. According …

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26
Dec

1 Way to Move You Closer to Your Big Sales Goals

You’ve just finished your team’s big sales training. You brought all the bells and the whistles. You handed out shiny folders of full-color pages of information and utilized a flashy presentation. Now you’re waiting to see the “aha” moment make its appearance – when everything that you have so painstakingly presented comes together and launches …

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16
Nov

Being Right vs. Building the Right Relationship – Improving employee engagement

As a boss, is being right your first priority? Does being right improve employee engagement?   Being Right vs  Building the Right Relationship  I took my daughter target shooting and witnessed an interesting scenario that we have reflected on multiple times. A young man shot a signal flare from a flare gun at the 100 …

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19
Oct

Are Your People Really Engaged?

Are your people really engaged? A common complaint among business owners is that they feel that not all their employees are fully engaged, in other words, the employee is not giving their best. With sales reps, I hear managers and owners complain that a rep is coasting. The rep has made their quota or their …

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14
Sep

Sales Issues – Reducing Business Risk

Understanding Key Business Risk issues As a sales rep, you should be well versed in general business issues. Understanding risk issues from a business owner’s perspective enables you to talk at a much higher level about the impact of your product or solution on the business versus just talking features and benefits. To understand risk …

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8
Sep

Managing Risk – the main driver in sales

Revenue, Expenses and Risk In all business purchases, there are 3 main business drivers that business owners and managers have as their core. The last 2 blogs I dealt with revenue and expenses. This one is on risk. There are two types of risk – general business risk and risk in the buying decision. General …

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