selling

Sales Strategy & How it Fits Into your Strategic Plan

June 24, 2011

Discover why some companies continue to increase sales & profitablity even in a down economy. This is the recording of my 60 minute Strategy Huddle with Erica Olsen of M3Planning.

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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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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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How To Get The Most Out Of A Trade Show

April 3, 2011

Check out your competition at trade shows Worried about standing out amongst hundreds of other exhibitors; you should be. But don’t overlook your competition as viable prospects. At almost every show I set clients up to attend they come back with business from other exhibitors and find at least one exhibitor that they can collaborate [...]

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How Do You Get Someone to Buy Your Product or Service?

March 9, 2011

“The best way to persuade people is with your ears-by listening to them.” – Dean Rusk, former Secretary of State under Kennedy & Johnson

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Can You Close Deals in Your Flip Flops?

June 10, 2010

How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, “Do you think outside sales is dead?” The question set me back on my heels for a moment. I’ve been in outside sales my entire career and [...]

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Business Owners Make the Sale

April 26, 2010

I have run into many business owners in the Reno/Sparks area that are responsible for most or all of their sales. Wearing two hats can be difficult at best. When I hear a business owner tell me that they do most of the sales for their company I tell them they need to become an expert [...]

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