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Perseverance, Resiliency and Revenues

Perseverance, Resiliency and Revenues

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said...

The Power of Stories and Sales Leadership

The Power of Stories and Sales Leadership

We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power--when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is...

The Sale Happens In The Follow-Up

The Sale Happens In The Follow-Up

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no...

Epic Sales Presentation Failures

Epic Sales Presentation Failures

When I say sales presentation, I don’t just mean any sales presentation.  This is the big one.  Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size).  Perhaps retaining your largest customer depends on your ability to...

How To Build A Prospect List

How To Build A Prospect List

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right...

When Does Persisting become Pestering?

When Does Persisting become Pestering?

Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will...

Summer Sales Challenge Grows Revenues

Summer Sales Challenge Grows Revenues

Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better. For some people the Summer months are for planning long...

You Are the Ultimate in Added Value

You Are the Ultimate in Added Value

In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will...

The key to your success may be less thinking

The key to your success may be less thinking

Lauren Bailey, President of Girls Club, asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got...

How to Stop Taking Rejection Personally

How to Stop Taking Rejection Personally

I can’t tell you how many times people tell me they “could never” be in sales. When I ask why, I get vague answers about not liking to sell or not being good at it. Eventually, when I bring it up, they’ll agree that one of the big issues is, they couldn’t handle the...

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