Managing the Sprint to the Finish

Even with solid sales planning, sometimes hitting your company’s quarterly sales quota can be a sprint to the finish. Navigate through these urgent times in a way that not only brings in revenue today, but paves a smoother road for the future, too. Every sales leader has had a conversation with senior management that goes […]

Telling Isn’t Selling

Knowing your product catalogue verbatim is not enough to make you a top producer. Knowing the buyer pains your products resolve and the gains they facilitate will get you there. This is needs-based selling. Espousing your products’ features and benefits is educational and sounds impressive, but it is not selling. This approach is severely limited […]

Push Softer

Being a revenue-generating sales machine is tough work. After running in high gear for the first 11 months of the year, why not take the last one and enjoy the ride? I know it is year end, every sale counts, and it’s time to push a little harder, right? In fact, when deadlines loom and […]

Selling With One Hand Tied Behind Your Back

The Internet era has revolutionized our communication. It has revolutionized the way many people sell, too, and not for the better. When you sell using email and the like, you are selling with one hand tied behind your back. This is not the position you want to be in for any competitive situation. The statistics […]

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 […]

“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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