The Sales Fix

Strategies to Power Growth

August 25, 2015

Tips For Small Companies To Avoid The RFP Sales Trap

“Why are you investing your time and money on this RFP?” That’s the first question I asked B., a VP of Sales who emailed me last week for advice on a sales opportunity his team was working. His company, B Co, is a bootstrapped SaaS start-up in growing space. The RFP had been released by […]

August 24, 2015

0%, 50% or 75%? In Sales, It Just Doesn’t Matter.

How far has a potential prospect progressed through their buying process before they engage with a seller for the first time? This seems to have become the most burning question of the season in the sales blogosphere. Somehow this whole issue about a prospect’s level of investment in their own buying process before they initially […]

August 11, 2015

If You’re Not Coaching, Why Are You A Sales Manager?

What’s your #1 priority as a sales manager? If you’re a sales manager and your number one priority each and every day is something other than coaching the individuals on your sales team to improve their sales productivity and achieve their goals, then what are you doing? Whatever it is, put it on hold and […]

August 10, 2015

I’m Not Your “Buddy”

Your prospects aren’t your “buddy” either. The margin of victory in any competitive sales situation, as well as the margin of defeat, is so slim that even the slightest mistake, or misstep, can spell the difference between gaining your buyer’s trust and confidence, or losing the deal. Unfortunately, I personally am witnessing one glaring mistake […]

July 30, 2015

Sales Tip Video: Sometimes Doing Nothing Is The Best Sales Strategy

As salespeople, we can sometimes be our own worst enemy. We hate silence. Especially radio silence from prospects. The thought of not knowing what is going on and not being in constant contact with them can be anxiety provoking. Our anxiety often provokes us into picking up the phone to just “touch base” or “check in.” […]

July 28, 2015

How To Visualize a Successful Sales Call

“You only get one chance to make a positive first impression.” If you heard that once, you heard it a million times from your mom when you were young. It’s not only true in life, but in sales as well. You get relatively few opportunities to interact in a meaningful way with your prospects throughout […]

July 27, 2015

Use Change to Your Competitive Advantage in Sales

Do you consider the impact of physics on your sales efforts? You should evaluate your prospects’ buying processes in terms of Heisenberg’s famous principle of uncertainty. Werner Heisenberg, winner of the Nobel Prize for Physics in 1932, is most well known for his Uncertainty Principle in which he demonstrated that the act of observing or […]

July 22, 2015

Accelerated Sales Hiring Strategies To Quickly Scale Your Sales Team

Sales hiring is a risky, and time-consuming task. But, if you’re trying to quickly scale the size of your sales team, you have to effectively use the interview process to discover all the critical information you need to make an optimal sales hiring decision in the least amount of time possible. Nailing your sales hiring the […]

July 14, 2015

Are You The Boss Of Your Own Sales Process?

Focus on controlling your personal sales process to accelerate decisions There is general agreement that the world of buying and selling has changed, that universally easy access to information has shifted the balance of power in any sales transaction (or purchase transaction) from the seller to the customer. And, yet, there still remains a major […]

July 13, 2015

What The Tour De France Can Teach You About Winning More Sales

Improving just 1% will help you win you more deals. If you watch the Tour de France, you’ll quickly realize that professional bicycle racing is a highly technical sport. The technology involved in the design and construction of the bicycles, as well as the advanced technology employed to train and measure the fitness of the […]