You can learn a lot about a sales team by looking at one real indicator: Their Leader Boards. Some teams have multiple boards taking up entire walls, some have outdated KPI lists in a back corner, and some teams “respect the salespeople’s privacy” and have none! The simple truth is Read more…
The thing about facts is they are still facts regardless of whether you believe them. Any given fact, however, is completely different from an individual’s Personal Truth. A personal truth is experienced-based knowledge/information that is a hard earned reality for that individual. If history and data shows that a product Read more…
Three years ago, I wrote an article dismissing the idea of a “Retail Apocalypse.” That was before we ran into the COVID-19 economic buzz saw. It is sobering how many retail giants didn’t survive 2020, and the sheer number of retail jobs lost is staggering. I stand firm in my basic premise that Read more…
Dear Customers, Normally, sales professionals and sales leaders look for my articles for information and insights. Today I want talk across the counter, directly to you: The Retail Consumer! From supermarkets to restaurants, companies are employing more and more technology to remove “friction” from the sales process. There is no Read more…
The goal of getting more referrals on a more consistent basis can be easily reached by doing these four things at every opportunity: Commit, Practice, Ask and Follow-Up!
For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.
I’ve been challenging my clients with a simple question… Are you leaving money on the table with your overall sales process? I’m still surprised at how much pushback I receive. Let’s Get To Work Seasoned sales professionals explained all the things they did and all the ways they sold that made them successful in the Read more…
Once upon a time, when people needed clothes they would make them. Over time a few people got very good at it and called themselves “tailors”. People would pay very good money for tailors to make custom clothes that fit their wants and needs. Eventually the sweatshop evolved and clothing Read more…
It’s going to be difficult for me to explain how much I really enjoyed Jody Williamson’s book, “The Contrarian Sales Person.” It’s not often that an author can fire on all cylinders and craft a story as satisfying as this one… at the same time explaining how sales people can Read more…
