The Sales Fix

Strategies to Power Growth

February 24, 2015

Are You Worth Your Prospects’ Time?

Are You Delivering Value On The Very First Call? Very early in my sales career I made a cold call on the CEO of a large homebuilder in my territory. I was selling accounting systems for one of the larger computer companies. I was freshly trained in sales and computers, a newly minted sales rep […]

February 23, 2015

Whose Job Is It To Care About You?

Who cares about you? One of the frustrations I hear most frequently expressed by salespeople has to do with prospecting for new business and the challenge of finding the right person to talk to. One problem is that most organizations are opaque to outsiders. Even using social media and other sales enablement tools, it can […]

February 19, 2015

Sales Tip Video: Be the Solution to your Prospects’ Information Overload

Hardly a day goes by that I don’t hear a salesperson complain about how “noisy” the sales environment is. They bemoan the difficulty of breaking through the avalanche of information that fills the inboxes of their potential buyers. Their emails go unread. Their voice mails unheard and unreturned. At the same time, I hear customers […]

February 17, 2015

How to Avoid Becoming a Sales Commodity

Have you become a commodity? By this, I don’t mean the products or services you sell. I mean you. Have you become a sales commodity? There is an economic theory being advanced by an increasing number of analysts, which says that technology and science, unlike in the past, are no longer reliable drivers of economic […]

February 13, 2015

Sales Manager’s Video: 5 Simple Strategies To Reduce Your Sales Hiring Risk

Hiring new salespeople can be a risky proposition. This is especially true for hiring managers in small and medium sized companies where hiring salespeople is often seen as a distraction or a necessary evil, rather than an opportunity to identify and bring on board the best possible candidates. As a result, they may not have […]

February 12, 2015

Sales Thought Leader Interview: Why Business Owners Need to Learn How to Sell

In this excerpt from my extended conversation with Jill Konrath, Jill tells why is is so important for small business owners to learn how to sell their own products and services. They can’t count on customers to mysteriously appear once they open their doors for business. They have to go out and proactively develop customers. Jill […]

February 11, 2015

Three Everyday Sales Questions That Spur Action

“So, what’s happening with XYZ, Inc.? What’s the next step with this prospect?” This is the question that many salespeople dread to hear from their managers. What’s even worse is when your manager knows the answer and you don’t. To avoid being caught in that situation you have continually think about the opportunities that you’re […]

February 9, 2015

Salespeople Have to Invest Their Own Money in Their Own Sales Success

How much are you investing in your own sales success? Take a second and add up how much of your own money that you invested in 2014 in your own sales education. How many dollars (or Euros or whatever currency you use) of your own money did you spend to learn something new about sales […]

February 6, 2015

Sales Thought Leader Interview: The Importance of Being a Specialist vs. a Generalist

Are you a specialist or a generalist? Here’s another video from my series of Sales Thought Leader Interviews. Click below to watch an excerpt from my in-depth conversation with author and speaker, Mark Hunter (also known as The Sales Hunter.) In this video we talk about the importance of salespeople acquiring more in-depth knowledge about […]

February 4, 2015

Hire a Sales Team. Not Individuals.

When you have an opening in sales, do you hire a sales person or a member of a sales team? Are you still hiring to a specific “type,” each one a clone of the other? Is your sales organization just a collection of sales free agents each pursuing their individual goals? Or, do you have […]