Are You Ready To Pick Up The Phone?
I was recently asked: “If you are new to cold calling how do you know when you are ready to […]
Blog
The Giving 110 Percent Joke – It’s the New Business Math
Ever hear your sales manager or sports coach say, “Go out there and give it 110 percent!”? Ever hear the […]
Joint Field Work – A 5 Step Process
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from […]
Buying Triggers: Why Your Prospect Will or Won’t Buy Today
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until […]
Does Your Team Hate Sales Reports?
Does your team hate sales reports? What sales team doesn’t? Here’s how to fix that and get better sales results […]
When Customer Service Goes Horribly Wrong!
I had one of the worst customer service experiences in my life recently. As often happens when customer service goes […]
How To Choose A Sales Training Program
Are you wondering how to choose a sales training program that is right for your company? With literally millions of […]
The “I’m Happy With My Current Supplier” Objection
A common question I receive from sales reps is: “When I am prospecting, I always hear “I am happy with […]
Is Your CRM A Glorified Phone Book?
Is your customer relationship managment system organized alphabetically? Then here is how to change your CRM from a glorified phone […]
Why Customers Leave
There are many reasons why customers leave. Most people think it’s because of a specific experience where customer service went […]