The Sales Fix

Strategies to Power Growth

July 7, 2015

Are You Qualifying The Right Prospects?

When you’re qualifying new prospects, what’s the standard you use to determine if they’re an ideal fit for the product or service you’re selling? Is the prospect looking to buy a product or service that is generally like yours? Or, do they need exactly the value that your product or service can provide? Does the […]

July 2, 2015

What Are You Prepared To Sacrifice To Succeed in Sales?

Success in any endeavor cannot be achieved without some sacrifice. We all live full, busy and active lives. It always feels like there is not enough time to squeeze into one day everything that we want to accomplish. But, what if you want to achieve more in your life? If you want to increase your […]

June 30, 2015

Video Sales Tip: Four Steps To Create A Responsive Sales Culture

There is much more to being responsive than just being fast to respond. Responsiveness in sales is about how you structure and execute your sales process to build trust and credibility, ask the right the questions to define the prospect’s requirements, and deliver the value and insights your customers need to help them quickly move […]

June 24, 2015

Learn Valuable Sales Lessons From Your Failures

“Well, the buyers were just liars.” I was riding Amtrak from NYC to Boston when a cell-phone toting sales person sitting in the row of seats behind me uttered this deathless couplet. It was the last day of the sales month and my fellow passenger, who I will call Jon, clearly was attempting to rationalize […]

June 22, 2015

Your Sales Biases Are Hurting Your Productivity

Are you blinded by your sales biases? What are your sales biases? Are you even aware that you have sales biases? And how they are hurting your productivity? One of the primary reasons that salespeople stop improving, and start struggling, is that they begin to believe that they know what they are doing. And, they […]

June 15, 2015

Are You Cutting Corners In Your Sales Process? 5 Warning Signs And 5 Quick Fixes

“When you win a lot, sometimes you don’t continue to emphasize those very things that created the success to start with.” Nick Saban, Head Football Coach, University of Alabama You’ve no doubt heard the expression that “familiarity breeds contempt.” This applies to sales as well. In this case it means that you lose respect for […]

June 10, 2015

Are You Too Attached To Prospects That Will Never Close?

Are you caught in the trap of the Sunk Cost Effect? Here’s a common sales situation. John is working on a big, complex deal. The prospect is well qualified. He’s had to invest substantial sales time to move the deal forward (as well as wrangle countless hours of support from his support and product teams). […]

June 9, 2015

Sales Hiring Tip: 5 Steps To Elevate Your Sales Hiring Process

In yesterday’s article, Never Swing At The First Pitch, I stressed the need for patience in the sales hiring process. And, I identified three unproductive personas that hiring managers adopt when interviewing sales candidates that lead to bad hiring decisions. Today I’ll provide five steps you can use to help improve your process for identifying […]

June 8, 2015

Sales Hiring Tip: Never Swing At The First Pitch

Use a Little Patience At The Plate To Improve Your Sales Hiring Think back to your Little League days in softball or baseball. Among all the tactical wisdom you received from the various baseball dads who coached your team was this important nugget: Never swing at the first pitch. The idea was that you could […]

June 4, 2015

Sales Tip Video: 5 Ways To Become A More Effective Sales Coach

As a manager or executive with responsibility for sales, it’s easy to get distracted by the multiple demands on your time. You’ve got meetings to attend, reports to write and forecasts to file. It’s easier to do those things than get your hands dirty managing sales. But, if your primary mission isn’t being a sales […]