The Sales Fix

Strategies to Power Growth

March 25, 2015

The Most Powerful Lessons a Salesperson Should Learn

“I learn something new everyday. But, even more importantly, I learn the same things over and over again.” I was immediately struck when I heard these words. They were spoken by a world-renowned physician and neuroscientist, Dr. Steven Galetta, in his acceptance speech for a prestigious award recognizing his excellence in his profession. Dr. Galetta […]

March 24, 2015

Does Your Sales Hiring Compare To How The NFL Evaluates Players?

Does Your Hiring Process Stack Up Against Pro Football’s? The NFL draft is fast approaching. Professional football teams have invested tremendous sums of time and money in scouting, testing, interviewing, assessing and grading elite college players in an effort to hire those who have the skills and potential to help their teams succeed on the […]

March 23, 2015

How To Build Trust With The “Ask. Don’t Tell.” Formula

If you’re doing the talking, you’re not focused on the customer. Here’s a powerful, but simple, sales technique to help ensure that you keep the focus on the customer in your sales interactions. It is an effective method to build trust with the customer and to demonstrate that your primary concern is understanding their requirements […]

March 20, 2015

Sales Tip Video: A Simple Strategy to Simplify and Accelerate Your Sales

Is your sales process aligned with your prospects’ buying process? Customers possess what I call a universal buying objective—the need to quickly and effectively compare and evaluate solutions from potential suppliers to make an informed decision. The time your customers spend to gather the necessary information from you and your competitors to make a purchase […]

March 19, 2015

The Aggregation of Marginal Gains: How A 1% Improvement Will Lead to Winning More Orders.

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 riders themselves, have evolved to the point where there are no sizable breakthroughs occurring that will enable one team to enjoy […]

March 18, 2015

How to Accelerate Sales By Avoiding Empty Sales Touches

Sellers and buyers alike want to accelerate the sales and buying processes. Both parties can realize measurable gains in productivity if these processes were shorter. So, what’s holding them back? On average, how many meaningful, substantive sales touches do you have with a prospect in your typical sales cycle? First, subtract all the meaningless one-sided […]

March 17, 2015

Two Tips to Eliminate Momentum Killers in Your Deals

Imagine for a second that you’re the customer. You’re searching for the final key bits of information on a product or service that you want to buy. You’ve invested a fair amount of your time in the buying process and you’re already starting to anticipate how it will be to use the product. You’ve only got one […]

March 9, 2015

Great tips for building and scaling a sales team: Interview with Mark Roberge

I had the chance recently to talk with Mark Roberge about his experiences building the sales team at HubSpot that drove its rapid growth from start-up to $100 million in revenues. Mark, who is currently the Chief Revenue Officer for HubSpot’s Sales Division, has also just published a book about that experience titled “The Sales […]

March 6, 2015

Sales Tip Video: Are You Giving Prospects a Clear Choice?

The first line of differentiation between you and your competition is you, the salesperson. Prospects count on you to be a service provider, a source of value in the form of information and insights, that help them quickly and confidently navigate through their buying process. Watch this video to learn a couple tips that you […]

March 5, 2015

“What You Do Speaks So Loudly, I Cannot Hear What You Say”

I use a lot of ink to talk about sales as a service that you provide to your prospects; a service that can differentiate you from your competitors. I teach the importance of follow-up and how to use responsiveness to deliver value to your customers and win more orders in less time. In fact, being […]