What Will You Stop Doing?

What Will You Stop Doing?

The longer you have worked in sales, the more unnecessary “stuff” you accumulate in your brain, on your calendar and in your job description. Sometimes that stuff needs to be purged. I challenge you to ask this question: “What do I need to stop doing?” What bad habits...
Avoid Burnout; Stay Motivated

Avoid Burnout; Stay Motivated

Let’s say you are in the running for a particularly large deal. You invest countless hours and other resources to win the business. For a while, it looks promising. You build a trusting relationship with the primary decision maker and have demonstrated how your...
Tracking Your Production is Key

Tracking Your Production is Key

Welcome to the beginning of a new year. It’s a time of optimism, and anticipation abounds. By now, you have likely finalized your 2022 sales production goals and probably some personal goals as well. Even if you are thoughtful and deliberate when setting your goals,...
Closing the Referral Gap

Closing the Referral Gap

The legendary Dale Carnegie once claimed that 91 percent of customers said they would be willing to give referrals, yet only 11 percent of salespeople ask for them. More recently, a Texas Tech University study revealed that 83 percent of satisfied clients are willing...
Why Voicemail Is So Effective

Why Voicemail Is So Effective

“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone!” I hear frustrating words like these from sales reps quite often. Few topics in the sales world generate more opinions than telephone prospecting in...