Sales Coach Why do you need a sales coach? Let’s face it, business owners are independent people who want to make their mark by working for themselves. They are highly motivated, self-starters. They are the ones who leap into action. Unfortunately, they often postpone their selling activity preferring the immediacy of operations. Achieving revenue growth...Read More
Your Sales Value Sales value is everything. It is a major reason people choose your service or product. If the service is provided by you, then it’s the what you bring to the relationship. If you are bringing a product to the customer, then it’s the sum of the product plus the what you bring....Read More
Selling to High C You are the new sales rep. Your new boss is a hard charging high D DISC type (extroverted, task oriented.) He wants results. Your new boss is giving you a challenge: selling the high C DISC types. So how do you handle this new challenge? How Does a High I Sell...Read More
Sales Management Sales management is a discipline. One of my early tests was how would I manage a district sales force of ten people? Typically, there is a super star, some good performers and fair performers. What would you do with this group assuming one super star, 6 good performers and three fair performers? When...Read More
People Buy from People They Like People do business with people they like. Pretty simple but not always obvious. Take companies dependent upon leads from Internet marketing such as websites, pay per click ads, and lead services. It is not unusual for the company to buy a CRM system that comes complete with auto-responder features....Read More
