Category: Uncategorized

What is your plan to keep your deal moving forward BEFORE it has a chance to stall? And should your deal linger a tad too long, what’s your plan to get it back on track? You’ll find that the quality of your communication is so much better when; You’ve thought it (thoroughly) through in advance! … continue reading »

Deals that die often took a bullet much earlier in the sales process but; Sadly, many sales reps never realized it. Please mark your calendar for Thursday, November 16th, at 11:30 am EST! We’re going to be talking about how to get in front of opportunities that have a much higher probability of closing NOW! … continue reading »

There are two questions that somehow, many of us forget to ask during our sales cycle. There’s nothing sophisticated about these questions and might even say “duh” but; Once you get done with that sh*t, make a note to start asking them 🙂 Ready? Whether you get the deal or you don’t, ask; Why? There … continue reading »

It was almost 6 years ago that I was considering a specific CRM for my business. I had a nice chat with the sale rep. Exchanged a few emails and then . . . I went “M.I.A.”! I got caught up in a few things, and this was no longer a priority . . . at … continue reading »

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but; You’re doing your prospect/client a disservice when you avoid the “elephant in the room”. … continue reading »

Do you ever feel like your former prospect made the WRONG decision when they went with your competitor or decided to stick with the status quo? And I’m not talking about you being a sore loser, I’m talking about your former prospect, making the WRONG decision? Your job, as the sales professional, is to guide … continue reading »

It’s that magical time of year when we’ve officially gone into our year end sprint; Doing everything we can to Get EVERY deal across the finish line! I have a resource for you just in time for year end! On Thursday, November 16th, I’m going to sharing over 30 different tips and tactics to help … continue reading »

There you are minding your own business and then it happens; Your prospect drops the “We’re going to be taking 3 bids on this” bomb! Here are a few things to think about. First, leverage the situation. How! By using their statement to learn some useful things; Ask Them Why. Seriously. Ask them why. There might … continue reading »

This time of year, I have numerous conversations with companies looking to hire a speaker for their sales kick off meetings in January. As part of the selection process, many people ask for references. This next phrase might shock you so lets make a pinkie promise that you’ll continue reading so you get the full context. I … continue reading »

I’m a firm believer in the power of testimonials but; Not so much with the questionable testimonials I see on many people’s sites. What makes a testimonial questionable? Here are a few examples; One of my competitors has a testimonial that doesn’t even have a name at the end of it; Instead, it says “Sales Rep, Pharmaceutical … continue reading »