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!
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
Most of us want to improve, get better at our craft, be a more effective sales person. But the harsh reality is that most of us don’t! Be honest with yourself. What have you got better at in the last month? What did you identify as something to get better at, and you actually did? … Read moreWhat’s your ONE thing this week?
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
A few years ago I was working with my inside sales rep to rapidly break open a new territory we had been given. We decided we would have a joint call out day where we would sit in a conference room and bang out a bunch of calls in four, one hour blocks. The date … Read moreDouble your number of dials – print out your call list
When executives want to work on something in peace and not be disturbed, they close their office doors. On the sales floor, you don’t have a door to close, so what can you do? In the second company I worked for, one of the most successful reps used to hang a “do not disturb” sign … Read morePut up a “Do Not Disturb” sign
Ever looked round you and seen others being more successful than you and wondered why you aren’t seeing the same results? Want to do things differently to overachieve but not sure exactly how? Or have you been recently promoted and want to make your mark as soon as possible? Then good news …. 4 spots … Read moreRoom for 4 more
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
I first came across Heidi Grant Halvorson at a conference last year (ASTD). What she talked about really was impactful for me and she quickly became someone I listened to. Here is the talk she gave that I saw last year.
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