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

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

Territory planning – final thoughts

This is the final post (6th!) of a series on territory planning. Part 1 –  your sales goals Part 2 – the current situation in the territory Part 3 – the game plan Part 4 – activities Part 5 – resources Final thoughts Some thoughts about the planning process:- Don’t try and create the perfect … Read moreTerritory planning – final thoughts

Territory planning: part 2 – Goals

This is the second of a 5 part series on territory planning.  The first part covered your sales goals – how to set them, what to consider and then how to visualize them. Part 2 – What do you have? Before you know what you need to do to meet your goals, you first have … Read moreTerritory planning: part 2 – Goals

Start with your customer, right?

3 times in the last month I have worked with sales teams to help them understand and communicate their unfair advantage in the market.  And 3 times I have coached them to put the customer first. There are two basic approaches to this.  Either you tell your customer what you do that is unique and … Read moreStart with your customer, right?

5 tips to get the most out of SMEs at team meetings

I have sat through way too many team off-sites being bored by the subject matter experts (SME) brought in to speak to the team.  Often the SME shows up and throws up a whole ton of information that completely overwhelms the audience. But it doesn’t have to be that way.  Here are 5 tips to … Read more5 tips to get the most out of SMEs at team meetings