Why you need to record yourself…. NOW!

If you don’t know where you are starting from, how do you know which directions to follow? Do you feel comfortable with what you say? The questions you ask?  If you are like most salespeople, your answer will be yes!  Once we do something a few times, we naturally get into a comfortable way of talking. … Read moreWhy you need to record yourself…. NOW!

Change your results with only 3 calls

Sometimes it’s the little things we do that make the difference and this is a classic example of that. At the end of the morning, or the day, or your call block instead of stopping, make 3 more calls. Simple as that. I’m not sure where I heard this first but it is so impactful. … Read moreChange your results with only 3 calls

Save time – take photos of your sales expenses on the go

I have a mental block about spending time doing “admin tasks”. The idea of spending my valuable time doing paperwork just doesn’t sit well with me. And I know that there are a lot people like me out there! For many, expenses are the most obvious (and costly) manifestation of this problem. I know people … Read moreSave time – take photos of your sales expenses on the go

The 2 things to do in every account

Often we over complicate what we should be doing with our accounts.  In fact, it boils down to 2 things. 1) building relationships 2) moving opportunities forward. I recently talked with a rep who told me about one account that was sucking up his time.  The customer expected him (a highly paid field sales person) … Read moreThe 2 things to do in every account

When your back is against the wall

How do you respond?  Do you sink into despair and see a world where everything is negative?  Or do you come up fighting and figure a way to keep moving forward? We’ve all experienced situations where things don’t go according to plan.  Where nothing seems to be going our way.  Our prospecting doesn’t produce results. … Read moreWhen your back is against the wall