How to Manage Procurement Departments

How to Manage Procurement Departments

by | Oct 14, 2022 | Sales Motiviation

As a general rule, I recommend sales pros avoid or work around the procurement department as often as possible. Procurement departments are populated with “professional buyers,” people who are highly trained and experienced. That means they have a built-in advantage...
The Revenue Growth Formula

The Revenue Growth Formula

by | Sep 23, 2022 | Sales Motiviation

NOTE: I am running a guest article today from my friend Anthony Iannarino, author of the brand-new book, Leading Growth: The Proven Formula for Consistently Increasing Revenue. Enjoy! By Anthony Iannarino Revenue growth isn’t something that happens due to good luck,...
The Keys to a Successful Pitch

The Keys to a Successful Pitch

by | Sep 16, 2022 | Sales Motiviation

This might seem counterintuitive, but if we’re going to talk about sales presentations, we must first talk about listening. Too often extroverted sales reps, who love the sound of their own voices, launch into a well-rehearsed and finely polished demonstration and...
Stealing Clients from Your Competitors

Stealing Clients from Your Competitors

by | Sep 9, 2022 | Sales Motiviation

Long-standing relationships are difficult to break. That’s why those relationships are so valuable. It’s hard to crack the bond your competitors have with their existing clients no matter how awesome your company is and how talented you are as a sales pro, or even how...
Maximizing the Final Third of the Year

Maximizing the Final Third of the Year

by | Sep 2, 2022 | Sales Motiviation

Things are going to change next week, but don’t worry; it’s a good change. The most important part of the year begins Tuesday. It’s called “Selling Season,” the two-and-a-half-month period between Labor Day and Thanksgiving. Things get done during Selling Season. Kids...
What to Do When Your Client Goes Dark

What to Do When Your Client Goes Dark

by | Aug 26, 2022 | Sales Motiviation

It happens to all of us – a prospective client, one you’re sure is going to end up buying from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning. It’s a common problem, but it appears to be growing worse....