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Salespeople use scripts. Even those who believe they don’t use scripts are really relying on scripts, albeit ones that haven’t been refined as well as they might be. By writing and rehearsing your scripts, you will be smoother, you will be more consistent, you will be more persuasive, and you will be more effective. Read More

LinkedIn is a powerful business tool. Here is one way to use LinkedIn to find targeted prospects. Included are steps with pictures to show you how to use LinkedIn to find prospects. Read More

There is a difference between coaching and managing. Coaching provides the opportunity to build the salesperson’s competence and their situational knowledge. Coaching the salesperson’s opportunities is an effective way to close the sales performance gaps. Read More

Like it or not, all sales organizations are participants in the race to sales competence. How many sales leads will your organization, whether a sole-proprietorship or large sales department, burn through because your sales people are incompetent (or, at least, less competent than they should be) at selling? How many marketing dollars will you invest in various Read More

Did you know that by following a proper wrapped around a CRM system will typically increase your revenue per salesperson by 41% and decrease your sales and marketing costs on average by 23%. See other positive statistics for a CRM system. Read More

Like a lot of new small companies we were familiar with different CRM solutions, but not enough to know which one would suit us best. We tried an expensive one, a cheap one, and in the end we built our own. Here’s our story. Read More

Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems. Despite all of your Read More

I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why… Then, I'll share some quick and easy tips to use on your next call to win the deal! Read More

Much of the selling and decision-making in a deal goes on when you, the salesperson, aren’t there. To sell effectively, you need to anticipate these conversations. You need to influence these conversations in your absence. Here are five ways you can make sure these conversations are good for you and for your deal. Read More