How to Become a Sales Superstar

For many sellers, independence is more than a virtue – it’s a way of business. But I’m here to say that working alone won’t make you a sales superstar. I know. I’ve tried it, and until I started collaborating with others, my numbers were mediocre. Oh, I made my quota every year. But the real […]

A Christmas Sales Parody: ‘Twas the Night Before Christmas

‘Twas the night before Christmas when all through the house, not a creature was stirring but you, looking to close that last sale. The gifts have yet to be wrapped. Your family can’t understand where you are, but you know if you just keep at it, you’ll close that last sale. You’ve updated the proposal, […]

When Is It Time to Give Up on a Salesperson?

This is an interesting question, both because there isn’t any single right answer, and because it’s one you only ever find yourself asking when things aren’t going the way you hoped they would. Bringing on a new salesperson involves big costs, both in time and money. So it’s hard to even think about letting it […]

Measuring Sales Results for Better Performance

Key performance indicators can help set better goals for sales reps Sales managers often rush to judgment if sales reps aren’t meeting their quotas, and automatically assume that they either don’t have the skills or the understanding to perform. Instead of assuming the worst, however, managers need to take on the responsibility of examining the […]

3 Techniques to Avoid Bored Prospects

Just ten years ago, sellers were only beginning to understand the revolution that the Internet would become to prospecting. Today, it’s as vital in prospecting as cold calling. Internet research, connections, and referrals are just three ways it’s impacted our daily sales activities. And while you may use Facebook and have your LinkedIn profile set […]