Complaining about the CRM is a time-honored tradition in the sales team. Learn how to make it irresistible (or at least unavoidable.) https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/A+no+VST19.mp4
A Traveler’s Tales
I’d like to share a few tales from my recent travels. If you travel as much as I do, you probably have a few of your own. I’d love to hear them! Checking in at a big brand hotel one night the desk staff informed me that “they” upgraded my room. Yes, he actually used the word… Read More
An Easier Approach to Social Media
There are still many sales leaders, sellers and companies that are not embracing social media. At this point in 2014, social media has been integrated heavily into our personal and professional lives. It’s no longer a “nice thing to have” but rather a necessity to reach maximum success with your sales. Here are a few… Read More
An Important Step in Upselling
Many salespeople understand the value of upselling but don’t understand how to take advantage of an opportunity to upsell, especially within their existing client base. Want to know the good news? There is one clear and fairly simple step you can take to increase your chances of receiving opportunities to upsell. For each new customer… Read More
Are you a helicopter manager?
Helicoptering behavior: it isn’t just limited to parenting. It’s a real problem in the workplace today. And it’s especially damaging in sales organizations. Ask yourself if this scenario sounds familiar. Imagine there’s a sales manager responsible for leading a team of sellers. Each time one of their staff members is about to close a deal,… Read More
Avoid Repelling Testimonials
What makes a testimonial compelling – not repelling! https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Avoid+Repelling+VST10.mp4
B2All
Today, the way people buy multimillion dollar products and services is no different than how you and I buy a pair of jeans. It wasn’t always this way. Selling used to fall into one of two groups: B2B (business to business) and B2C (business to consumer). Each had its own set of rules. Selling to… Read More
Beware Of The Talk Trap
There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets and sink the morale of your entire sales team…effortlessly. That menace is the dreaded talk trap. You have to be able to know it and name it first before… Read More
Blindly Following the Competition
Before you blindly copy what your competition is doing, make sure you watch this tip! https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Blindly+following+VST3.mp4
Client Conferences that You Can Create
Client conferences are one of the best ways to accelerate your sales – and you can create them yourself. https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Clinet+conferences+VST13.mp4
Common Referral Mistakes
Referrals are powerful selling tools when used correctly and as a part of an overall plan to increase your sales results. However, there’s a proper way to ask for referrals and another way that can leave your current clients annoyed and thus hurt your sales in the long run. Far too often, salespeople will commit… Read More
Countering Dysfunction with a Sales Blitz
Most organizations have some degree of dysfunction. Does yours? What to do about it…? https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Countering+dysfunction+VST18.mp4
Critical Mid-Quarter Activities
You are half way through the quarter – what do you need to focus on? Watch to see the four critical activities you need to be doing in the middle of each and every quarter. https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Critical+mid-quarter+VST5.mp4
Defusing Tense Client Conversations
A is for ‘acknowledge’ – when you acknowledge that you have heard your customer you start to build rapport and this, in turn, helps to move the process forward.
Do The Tough Work First
If you’re like most salespeople, you probably dread at least one essential sales process such as prospecting. You’re not alone, no matter how much you love your job or your position, there is almost always that one task or process that you avoid as much as possible. If you continuously push back important tasks, your results… Read More
Fire These Customers Immediately
Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say… Read More
Five Great Ways to Send Your Sales Skyrocketing – Part 1
#1. Define your best customers and target them relentlessly Recently we surveyed our loyal readers at EngageSelling.com, and asked them what they would rank as this year’s top sales challenges in their respective organizations. We were really pleased with the feedback we received (and a big thank you to everyone who participated!) To share the… Read More
Five Great Ways to Send Your Sales Skyrocketing – Part 2
#2. Obtain referrals to take the chill out of cold calling This second article in a series of five pieces will look at referrals and how they can help take the chill out of cold calling. Finding new customers is a major challenge for sales people everywhere and that’s reflected in the top questions asked… Read More
Five Great Ways to Send Your Sales Skyrocketing – Part 3
Unleash your secret sales force by obtaining great testimonials It’s a challenge that even the most accomplished sales professionals have to tackle regularly: how to attract more of the targeted customers who are best suited to help your business thrive. After all, it’s not enough to know who it is that you want to reach,… Read More
Five Great Ways to Send Your Sales Skyrocketing – Part 4
#4. Engage Your Sales Math So far in this five-article series, I’ve focused on what you can do at the front-end of your sales cycle to help generate the great results that you’re looking for in your organization. This entails fine-tuning your prospecting and targeting skills and finding multiple ways to get the word out… Read More
Five Great Ways to Send Your Sales Skyrocketing – Part 5
#5. Handle Objections Skillfully In this five-part series, I’ve shared with you a range of activities that you can engage today to help turbo-charge sales in your business—-no matter whether you are a sales professional working solo or managing a sales team. I’ve identified for you what you need to do at the front-end of… Read More
Get Back On Balance Now
After months of a global pandemic response, including economic shutdowns, everyone has been thrown off balance. The hurt will be here for a while, and as I’ve pointed out in a recent article, resiliency is what you must summon now—not later—to position yourself for the coming recovery. Doing so is how you’ll snap into a… Read More
Get Out Of The Office!
You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The… Read More
Get Over Yourself!
If you’re taking time out of your day to read this blog, one thing is for sure, you are not meant for mediocrity. You are investing time into learning and increasing your knowledge, which is more than many salespeople can say for themselves. But, if you want to be a top performing salesperson, you may be interested… Read More