The Sales Fix

Strategies to Power Growth

Latest "Video Sales Tips" Posts

November 8, 2016

How Has Sales Management Changed in the Digital Era?

I recently participated in a panel discussion webinar hosted by Pipeliner CRM about the changes in sales management driven by the digital era. John Golden, Chief Strategy Officer, at Pipeliner moderated the discussion. In addition to me, the panelists included Mike Kunkle, Sr Director of Sales Readiness Consulting at Brainshark and Jim Obermayer, Founder of […]

May 21, 2015

Sales Tip Video: Get Rid of “Get-Backs”

Avoid the easy momentum-killers in your selling. When you’ve diligently worked over a period of time to develop a good sales opportunity, you want to avoid the easy missteps that could open the door to your competitors. These start with your ability to handle the full lifecycle sale. Do you have the requisite product knowledge, […]

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 […]

January 28, 2015

Sales Tip Video: 3 Skills Sales Reps Need To Master

What skills do sales reps need to master in order to accelerate and improve their sales results? Watch this short video excerpt from my conversation with best-selling author (Smart Calling) and leading sales trainer Art Sobczak as we discuss the specific skills a sales person needs to work on and perfect in order to consistently […]

January 16, 2015

Great Selling is About Quickly Developing Trust

In today’s video from my series of Sales Acceleration Interviews with leading sales experts, I talk with Mark Roberge, Chief Revenue Officer for HubSpot’s Sales Division, about the strategies sellers should take to quickly develop trust with their prospects. In this excerpt from our extended discussion of sales acceleration strategies, Mark identifies the essential steps […]

September 3, 2014

Visualize Sales Success: 3 Techniques to Help You Achieve Your Sales Goals

You have very few opportunities to meaningfully engage with your prospects during their buying process. It’s essential that you are prepared to maximize the value you deliver to the prospect when you have the chance. You can’t afford to waste a minute of their time. Check out my video below. I give you three valuable […]

November 7, 2012

How to Create Value with Each Customer Interaction

By Andy Paul Are You Creating Value with Each Customer Interaction? I read a blog posting recently about what a salesperson could do to increase sales. The title was something catchy like “A Billion and One Tips to Increase Sales.” It was hard to argue with the premise of the post. Everyone in sales can […]

October 26, 2012

3 Examples of How Not to Treat Your Prospects Most Valuable Commodity

 Your Enemy is Time. Not Your Prospects. What is the one valuable commodity that is in short supply for both your prospect and you, the seller? It is time. If you’ve read my article on The Economics of Attention you know that your prospects are making economic decisions on how to efficiently allocate their limited […]

October 24, 2012

Should Your Salespeople be Generalists or Specialists?

sales pain

  Should your salespeople be generalists or specialists?   I have read a number of articles recently in which the authors have asserted that, as a sales leader, you will fail if you hire sales candidates with too much industry experience and too much product knowledge. The general contention appears to be that any candidate […]

October 22, 2012

The Uncertainty Principle in Selling

Using Change to Your Competitive Advantage You probably don’t consider the impact of physics on your sales efforts. But you should. 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 […]