Sales Techniques
CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Qualification & Discovery
Sales Focus - The $2,000 Cup of Coffee
My friend and client Bob Scherer took an exercise I had given to his sales team one step further...Sales Hiring
Focus on Sales Process, Not Outcomes
I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the...Leadership & Management
Fast Start - Getting Your Sales Team Set for Strong 2012
Most of our clients have longer sales cycles, ranging from 2 to 3 months up to 6 months or longer....Sales Process
Focus on Sales Activity
I enjoyed reading another great post by Anthony Iannarino last week, The Case for Activity Goals...Sales Hiring
The 10 Keys to an Effective Sales Hiring Process
Our friend and mentor Dave Kurlan - a top-rated speaker, best-selling author, sales thought leader...Qualification & Discovery
Effective Sales Listening
The first thing a sales person needs to do to listen more effectively is to stop talking. We've all...Sales Hiring
Growing Your Sales Team On Purpose
Change is inevitable. Growth is intentional.Sales Techniques
Sales Winners and Sales Losers
Top producing sales people understand that every sales win - just like every sales loss - is...Leadership & Management
Golden Rule of Sales Leadership
Do you remember the golden rule you learned in 1st grade?Qualification & Discovery
Are You Selling Price or Building the Case for Value?
Many sales people struggle with how to handle pricing objections because they fail to build the...Qualification & Discovery
Customer 2.0 - Death of Your Sales Team?
When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many...Sales Hiring
Building An Over-Achieving Sales Team - Relentless Prospecting
As a general rule I tell our sales force development clients that a new sales person should spend...Sales Hiring
Building An Over-Achieving Sales Team - Outlook & Attitude
Take a moment to write down the last time you made a major purchase from someone you didn't like....Qualification & Discovery
Sales Advice From Mr. Spock - Use Emotion Not Logic
Sales people who use logic to convince their prospects make selling a lot harder than it needs to...Sales Hiring
Building An Over-Achieving Sales Team - Responsibility
Your ability to build an over-achieving sales team at your company is directly proportional to the...Sales Hiring
Building An Over-Achieving Sales Team - Commitment
How committed is your sales team? Are they willing to go the extra mile? Will they do whatever it...Prospecting
Increase Sales By Focusing Your Prospecting Efforts
When a sales person is struggling one of the first questions we ask is "how many people are on your...Prospecting
Sales Systems and Super Bowl Champions
What a great Super Bowl game last night! As a lifelong Green Bay Packers fan it was especially...Sales Hiring
Building An Over-Achieving Sales Team - Passion for Sales
With so many business issues and challenges beyond your control, Presidents, CEOs, and business...Sales Hiring
Building An Over-Achieving Sales Team
When it comes to growing your company, the list of business issues and challenges you cannot...Prospecting
Does Your Attitude Support Sales?
"Ability is what you are capable of doing. Motivation determines what you do. Attitude determines...Sales Hiring
Will Increasing Sales Increase Company Value?
What is your company worth? If you wanted to sell your company in 2011, what could you reasonably...Sales Techniques
Talk Less to Increase Sales
A recent article in the Wall Street Journal looked at which NFL announcers are the chattiest. They...Sales Hiring
Proven Sales Growth Strategy for 2011
Hiring superior sales people is a proven sales strategy that can put your company on an entirely...Prospecting
Cold Call Strategies – How to Overcome Your Sales Call Reluctance
Believe it or not, there are sales people who absolutely thrive on making cold calls. But for most...Prospecting
2011 Sales Resolutions for Presidents, CEOs and Business Owners
It’s the first week of a brand new year and your “To Accomplish List” has already hit a second...Professional Development
Sales Accountability Plan for 2011
In working with sales professionals for the past 21 years – as a business consultant and sales...Prospecting
Year End Sales Focus – Mad Dash or Building Relationships?
Is your sales manager frantic this week or relaxed? Is your sales team focused on a final year-end...Qualification & Discovery
Sales Forecast Management - How Strong Is Your Revenue Pipeline?
How accurate are your sales forecasts? I met with a CEO last week who told me that when he cuts...Qualification & Discovery
Keeping Your Sales Role Balanced
Do you remember the last time you closed a big deal? Or maybe you closed two or three in a row, on...Sales Hiring
Optimizing Your Strategic Alignment for Massive Growth in 2011
Ensuring your sales force is aligned with your strategies is imperative for massive growth. Start...Sales Hiring
Optimizing Your Sales Management for Massive Growth in 2011
Your sales management team is critical to massive growth within your company. Now is the time to...Sales Hiring
Optimize Your Sales Force by Mapping Your Sales Process
A clear sales process is key to optimizing your sales force in 2011. By mapping your sales process...Sales Hiring
Optimizing your Sales Team for 2011
When optimizing your salesforce you must first look at your team to ensure that you have the right...Prospecting
Sales Tips - Voicemail Strategies
Are you frustrated by voicemail? Do you ever feel like your sales calls are getting screened? If...Sales Hiring
Optimize Your Sales Team for Massive Results in 2011
With graditude to Dave Kurlan and his team at Objective Management Group, let's talk about the...Retention & Expansion
What Is Your Sales Team Selling – Transactions or Relationships?
The next time you review your new accounts report with your Vice President of Sales, pick a few and...Sales Methodologies
The 7 Devastating Sales Mistakes #7-Sales Managers Being Reactive Instead of Proactive
Sales managers often are so busy running around trying to fix existing problems that they forget to...Sales Hiring
Crucial Step #3 For Hiring a Sales Person
Crucial Step #3: Evaluate every candidate with a sales-specific assessment tool and confirm the...Sales Hiring
Crucial Step #1 For Hiring a Sales Person
Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what...Sales Hiring
Hiring a Sales Superstar: 3 Crucial Steps
Congratulations! You finally got your budget to hire a new sales person approved and you’re ready...Sales Hiring
Are Your Sales Managers Controlling Their Emotions?
I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales...Sales Hiring
How Much Should We Budget for Sales Training?
If you’re on a calendar year your VP of Sales is probably in the initial research phase of...Sales Hiring
What do you look for when it comes to hiring a salesperson? | Fuse Workforce
Listen as sales experts explain what they look for in a sales person. Part Two:Qualification & Discovery
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent...Sales Hiring
What do you look for when hiring a salesperson?
Listen as sales experts explain what they look for in a sales person. Part One:Sales Techniques
Five Rules for Effective Sales Role Play
"Make Your Sales Managers Great Sales Coaches"Sales Process
Are You Flying Blind?
I was in a conversation with a CEO last week asking questions about their sales organization, the...Sales Hiring
How Can You Get Customers To Not Focus On Price?
When a customer is just focused on price, what is one strategy you can do to get them to move off...Professional Development
CEO Views on Sales
According to a recent study by SpencerStuart, the most common path executives take before becoming...Sales Methodologies
The 7 Devastating Sales Mistakes #6 - Hidden Weaknesses
Most sales managers overlook the devastating hidden weaknesses that are crippling their team. While...Sales Hiring
Business Owners and CEOs – Does Patience Breed Mediocrity?
“Patience is a virtue, right? Too much patience is stupidity.” Lou Piniella, Cubs manager, after...Sales Hiring
What do you wish you knew that you know now?
What do you wish you knew that you know now?Professional Development
Catch Them Being Good
My wife is a pre-school teacher and is always taking classes and reading articles on early...Sales Hiring
Keep It Simple
I'm currently reading Switch by Chip Heath and Dan Heath, a best-selling business book looking at...Sales Techniques
Cold Calling all Brian's and Kevin's
Yesterday, in celebration of St. Patrick's Day, my new sales person sorted his prospect list to...Sales Hiring
The 7 Devastating Sales Mistakes #5 - Sales team strengths
Seven Devastating Sales Mistakes #5- Sales team strengthsSales Hiring
The 7 Devastating Sales Mistakes #4 - Systems
Seven Devastating Sales Mistakes #4-SystemsSales Hiring
The 7 Devastating Sales Mistakes #3 - Day to Day Activities
Seven Devastating Sales Mistakes #3-Day to Day ActivitiesSales Hiring
The 7 Devastating Sales Mistakes #2 - Hiring mistakes
Seven Devastating Sales Mistake #2-Hiring MistakesSales Hiring
The 7 Devastating Sales Mistakes: #1 - The right people
Seven Devastating Sales Mistakes #1-Finding the right peopleSales Hiring
Introduction to the 7 devastating sales mistakes
Introduction to the Seven Devastating Sales Mistakes:Sales Techniques
Year End Closing Tactics
First, all of these suggestions assume you have a "closable" opportunity. That means you've...Sales Hiring
Be Grateful for Tough Objections
My youngest daughter is learning how to read and everything clicked this week. It's really...Sales Hiring
Investing in Your Professional Development
The average auto mechanic in America earns a median income of $38,000 and spends approximately $120...Professional Development
Sales Management – Toughest Job in the World
It's difficult to imagine a position that can have a greater impact on the growth of a company. And...Sales Techniques
Are you committed to sales success?
Sales success is something every sales person is striving for. But in an environment where the...Prospecting
How LinkedIn Is Changing My Business
Six weeks ago I was as big of a “social media” skeptic as you could find. Even though I had used...Meet the Sales Expert
For those of you that missed Intelligent Conversations' President, Mike Carroll on Global Talk...Qualification & Discovery
Are You Missing this Sales Secret?
Why do some sales professionals convert more business than others? What do they do in their sales...Prospecting
Successful Prospecting
I missed my anniversary! On June 2, 2007 I wrote my first post for my B2B Sales Blog. And over the...Prospecting
Responses: Successful Prospecting
This week we began a conversation around successful prospecting. As part of that conversation, we...Qualification & Discovery
Qualifying Prospects
This week I've asked several discussion forums a few basic questions about how they qualify...Sales Techniques
The Four Hidden Truths of Successful Closing
Rich Text Area. What could be more important than closing the sale? All of the cold calls,...Prospecting
Turning Leads Into Prospects
The best way to turn leads into prospects is to help them identify compelling reasons to change....Sales Hiring
Hiring Sales Superstars
There may never be a better time to upgrade the talent on your sales team. And yet, many companies...Professional Development
10 Ways to Fill Up Your Sales Pipeline (without Cold Calling)
I saw a great presentation from Chet Holmes, author of The Ultimate Sales Machine, at the Gazelles...Sales Techniques
Delayed Closings In Pipeline
The current economic environment creates the perfect opportunity for prospective customers to press...Retention & Expansion