The Sales Fix

Strategies to Power Growth

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 […]

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 […]