The Sales Fix

Strategies to Power Growth

December 17, 2014

The Responsiveness Formula

He who hesitates is lost. The early bird catches the worm. You snooze you lose. There are a lot of ways to make the same point. When it comes to sales effectiveness, speed is absolutely critical, but only when coupled with value-based information that helps your prospect move at least one step closer to making […]

December 16, 2014

Sales Acceleration: Target Your Dream Customers to Amp Up Your Sales

What is Sales Acceleration? Sales Acceleration is a term that virtually everyone in sales uses, from CEOs to managers to salespeople. However, when I ask these same groups of sales professionals to define sales acceleration, and what it means in terms of the steps that they should be taking to speed up their sales, I […]

December 15, 2014

When No Action is Better Than Random Activity

The Sales Bargain At the heart of every sales interaction is a bargain struck between the customer and you, the seller. The customer agrees to invests some of their limited time in you. And, in return, they have the very reasonable expectation that they will receive something of value from you. A problem arises when that bargain […]

December 12, 2014

Has American Business Forgotten How To Sell?

“American business has just forgotten the importance of selling.” Barry Goldwater (1909-1998) Barry Goldwater, a long-serving senator from Arizona and the GOP candidate for President in 1964, uttered this phrase about 50 years ago. I am not certain whether American business had forgotten the importance of selling. But there is a danger of that happening […]

December 11, 2014

Are You Giving Your Prospects A Clear Choice? And, Is It You?

The old saying still rings true: if you are in a business without competitors, you’re in the wrong business. And, come to think of it, I don’t know anyone in the wrong business, for virtually every business I know of today has significant competition. From local vendors to start-ups to established companies from around the […]

December 10, 2014

Sales Productivity and Your Very Next Action

Are You Training Prospects To Expect No Value from You? If a sales interaction with a prospect is not going to make a difference, in terms of delivering value that will help them move closer to making a decision, why would you waste their time? Empty sales touches that deliver no value to your prospects […]

December 9, 2014

Do You Hire A Sales Type? Or A Sales Stereotype?

There are obvious dangers in making generalizations about various sales personality types. But when you prepare to make your next sales hire, step back from recruiting and hiring the typical sales stereotypes. Instead, think about the experience, knowledge and expertise that your customers need from your salespeople in order to help them evaluate your product […]

December 8, 2014

Sales Leadership Starts With The Sales Rep

Sales leadership doesn’t originate with the C-Suite. It begins with the salesperson. I read an article in a recent issue of Sky, the Delta Airlines inflight magazine, in which it said that Delta’s inflight crews exhibit leadership by being able to adapt to changing circumstances. “Each of Delta’s nearly 80,000 people around the globe have […]

October 13, 2014

5 Steps To Become A More Effective Sales Coach

If You’re A Sales Manager And You’re Not Coaching; What Are You Doing? If you’re a sales manager and your number one priority each and every day is something other than coaching the people on your sales team to become more successful, then what the heck are you doing instead? The fact is nothing is […]

October 8, 2014

4 Ways To Make a Good First Impression on Customers

Here’s a short video with four quick recommendations for sales actions that you can take to shape your prospects’ first impressions of you and your company. First impressions, and the important customer perceptions that flow from them, are extremely powerful and sticky. Once a customer has formed their perception of you, and your company, it […]