The 5 O’clock Track Team

Sales is a job with inherent flexibility. Some salespeople exercise their flexibility by working hard all week and cutting out a little early on Fridays—and their sales leaders let such behavior slide. They feel that if a salesperson is above plan they can do whatever they want. But is a short Friday a well-deserved break […]

Getting Out of Your Own Way

Securing new customers is never easy. The best salespeople increase their revenue by breaking down the self-perpetuated roadblocks and barriers that can make selling tough. In short, they hit their sales plans by getting out of their own way. Consider these examples of salespeople that are getting in their own way when it comes to […]

The Holiday Contagion

From a November point of view, many salespeople anticipate December as a tough sales month, what with the impending holidays. Why is it, then, that some salespeople are able to make it a great month while these salespeople flounder? Those who succeed know that December is an opportune time to get a “yes” to their […]

You Are Your Ideas

It’s a simple fact of your life as a sales professional life that your contacts see several of “you” every day—so many, in fact, that one blends into the next. Only rarely does one sales professional rise to the top and stand out above the rest. This individual wins more deals, sells more, and has […]

The Path to Mastery

In his book Outliers Malcolm Gladwell proffers that those who achieve mastery in their endeavour of choice do so by investing at least 10,000 hours honing their craft.  How are you doing on your path to sales mastery? Gladwell points out that it is not necessarily those most naturally gifted that succeed splendidly.  He argues […]

Be a Top Performer

Top performers want to know how their sales progress is measuring up to their sales goals, and how it compares to that of their colleagues. Poor performers want to hide under a rock. Don’t wait for your boss to tell you how you are doing this month. Be a top performer. Top performers exercise great […]

Practicing Good Sales Hygiene

To improve your sales performance, practice good Sales Hygiene.  Sales Hygiene refers to the cleanliness of your selling process and account data management.  Clean selling and account data management processes are the foundation for continuously improving your sales results. Sales results get better when you identify causal links within your selling process.  A causal link […]

Winging-It is Fun! [But it makes for terrible paydays]

Disturbingly often I meet with sales people who say “you know, when it comes to my sales calls I usually just wing it.”  They have a twinkle in their eye and a look of mischief that implies “and it’s fun!”  I bet it is fun. Poor paycheques however, are not so entertaining. Winging it leads […]

Three Levels Down

If you want to sell more, more often, dig deep to unearth your buyer’s needs. Generally stated Buyer needs are the problems your Buyer wants to resolve, and the resulting improved situation they desire. You knew that already, right? Where to from here? For each sales opportunity there are in fact three levels of buyer […]

“There MUST be a better way to sell!”

Sell More by Selling Less

After studying many sales methodologies and being thoroughly bamboozled by most of them I thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.

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