Something I’ll never forget is my very first sales encounter with the ever dreaded “e” word; ego. I was speaking with a candidate on the phone, and he just wouldn’t stop telling me how great he was. I later flew to seem him, and his ego continued to overtake the experience. He continued on about [...]
I get it. If you dial more, you generate more conversations, you schedule more appointments, and you close more deals. This seems like a very practical approach to cold calling, and I don’t even disagree with it. However, too many companies put the greatest emphasis on call volume, and not call quality. A Low Quality [...]
The unemployment rate has been hovering around 4%, and too many companies don’t fully understand how this translates to their business. To me it, that you need your salespeople more than they need you. The best salespeople, or the ones that are considered “A” salespeople, are in extremely high demand. Ultimately they don’t need your [...]
Today I want to focus on one sales strategy that has been very effective for me in the past. For me, the most effective way to achieve this is to simply ask the question, “Why?” This question can open the door to new lines of thought, and reevaluation. Several months ago, I met a Vice [...]
One of the most important lessons that I have learned personally, is that success is highly based on networking. If you do right by other people, they’ll do right by you. The lesson is fairly simple, yet it amazes me how many people don’t recognize the power that it holds. A Recently Burned Bridge I [...]
Do you never notice how excited people become when they discover they are from the same hometown as you? Shared experiences and feelings are an incredibly effective way to establish a connection with your customers and close new business. Recently, I was speaking with a prospect and he mentioned that he’s from Cleveland. I immediately [...]
Candidates looking for jobs in 2018 are accustomed to the company research process, which often relies heavily on looking into a business’s reputation. The standing that an organization holds both publicly and among its employees can be quite illuminating to those deciding whether or not to apply for a job with the company. Almost every [...]
An ideal relationship with your vendor should be a partnership, not a dictatorship. Instead of prioritizing price points, consider the value that quality and service bring to these partnerships. It should be your company’s goal to develop and sustain the work that you do with vendors that bring you the best service at the highest [...]
Your sales team is the lifeblood of your organization. Attracting and hiring top sales performers should be top-of-mind for any business leader. However, recruiting top sales talent is no easy task. More often than not, high-performing salespeople are being actively recruited by several organizations. Many smaller, growing organizations are asking what they can do to [...]
Everything is quickly becoming digital, but are certain conversations best left for a phone call or in person meeting? It’s easy to see how communication can become misinterpreted when taking place via email or text messaging. These environments leave little room for nuanced expression and leave things like body language and tone of voice to [...]
