Sales

How to Find Sales Talent in a “Talentless” World

August 16, 2011

Why is it so hard to find top sales talent in today’s marketplace ?  Top salespeople are usually employed, so in today’s marketplace it may be difficult to get people to switch companies.  You want to have a good pool of candidates so you don’t have to settle for hiring the ‘best of the worst’. I [...]

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Is Google+ the Next Big Thing?

August 3, 2011

I just returned from the National Speakers Association Influence 2011 Conference in Anaheim, and everyone was talking about Google+. Since many of the experts there say it will be the next big thing,  I thought I’d share a few great posts and articles I’ve read recently on how to get started.  As of today, Google+ [...]

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Do You Want to be My Friend?

July 29, 2011

Some of you might know that I use to be a reading specialist and that I have a rather large collection of children’s books. So what might you ask does that have to do with sales. Well, often times it gives me a chuckle because as I am working on all things sales, children’s book [...]

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Are you making connections at networking events?

July 28, 2011

Networking is not about selling, is about connecting, learning about people and building relationships because people buy from people they know, like and trust. However many people are not great networkers because they don’t know what to do and they’re uncomfortable.  Listen to my recent Executive Networks teleseminar with Michael Dulworth author of The Connect Effect to [...]

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Connecting Your Way to New Business

July 13, 2011

I firmly believe businesses can have all the sales they need to be wildly successful. How you ask? Well you could sit in your office cold calling, but that is a numbers game and most salespeople don’t like doing it so they are not very effective. Most people don’t buy from a cold call – [...]

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Stop Handling Objections & Start Closing More Deals!

June 13, 2011

How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction.  Price can be a smoke screen and if we rush too quickly to solve for that we may not [...]

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Using Social Media to Drive Traffic to your Website

May 17, 2011

People are always asking me how they can drive traffic to their website using social media.  I am not a social media guru but I do know  a few.  Here’s what I do: 1. Make sure that each blog post I write has a call to action that drives the reader to my website. 2. [...]

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Is Your Salesperson a World Class Networker?

May 13, 2011

When you hire a salesperson, how do you know if they’re a world class networker? So many companies hire salespeople and quickly become disappointed in their performance.  In his article, Is Your Sales Candidate a Great Networker? Barry Deutsch of Impact Hiring explains: You’re conducting an interview for a sales professional. This hire is critical [...]

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It’s Not What or How, It’s Why

May 7, 2011

It’s not what we do or how we do it but why that differentiates us. Today I was on the radio show Bosma on Business. Mike asked us what’s the number one thing that will increase sales? I agreed with all the answers they gave as things that will help you increase sales but in [...]

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Is Your Sales Person Onboarding Program Causing Underperformance?

April 25, 2011

I was listening to this Sales Management Minute from my colleague,  Lee Salz and it will really hit home with small business owners and managers. I posted this response to him on LinkedIn and thought I would share it with you because so many companies have struggled with hiring and onboarding salespeople.   Onboarding salespeople [...]

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