The Road To Hell Is Paved With Good Intentions I just read this great blog post and thought I would share it with you in it's entirety. Read it in order to upgrade your networking skills to current best practices. Ignore it and run the risk of looking like a rookie, or worst still, frustrating … Continue reading Why Do My Email Intros Bomb?
Voicemail is a powerful sales tool, but it can hurt your reputation if done poorly. Voicemail gets a bad rap, and it’s easy to understand why. We’ve all received (and left) rambling, self-centered messages that are hard to hear or have no contact information. These messages are frustrating and we typically delete them before reaching … Continue reading Do You Use Voicemail Like a Rookie?
The holidays are a great time to connect with the customers and partners you value most. As the business world winds down for the final weeks of the year, we salespeople have a great opportunity to call our clients, prospects, strategic partners & key vendors to express our gratitude for their support in the prior … Continue reading Spread The Love This Holiday Season
Sales reps are the engine that drives business, and the sales manager is the mechanic that keeps that engine running at peak performance. Top sales reps do not need their sales manager to micromanage their activity or close deals for them. Instead, high performing sales professionals want their manager to help clear obstacles from their … Continue reading Help! My Sales Manager Needs A Sales Manager!
Salespeople often ask multiple questions in one run-on sentence. Here’s why and how to stop. A sales manager I worked with called the habit of asking multiple questions in one run-on sentence “nervous mouth.” It drove him crazy when he observed sales reps ask two or more questions in a row rather than asking them … Continue reading One Question at A Time, Please
Almost every sales person has heard about the ABC’s of selling. That is of course...Alway Be Closing! Unfortunately, many sales people mistake this sage wisdom to mean they should always be asking for the order. That may have been the original intent of the “old school” sales dog that came up with that sage bit of … Continue reading The Journey of a Thousand Miles Begins With A Single (Next) Step.
Fortunately, a simple fix improved my sales performance, personal relationships, and effectiveness. In the1990's, when I was working as a sales manager at MCI Communications, I was made aware of a bad habit I had developed that almost cost me my job. The VP of Sales I reported to pointed out that I interrupted people … Continue reading Listen Up Sales People…This One Bad Habit Almost Ended My Career – It May Be Hurting Yours Too.