How effective are your team members when selling to a technical buyer? The ones who have done their homework, know exactly what they want, have high expectations and ask the toughest questions? Join me as I offer several immediately implemental ideas that can make your team more effective and successful when selling to their toughest […]
How to successfully sell to technical buyers. MORE »
Products and services today have much less differentiation or uniqueness in today’s hyper-competitive selling environment. Is your team having to sell product models and brands identical to your competitors? Maybe there are so many similarities your buyers see no differences? Especially enough of a difference to pay a higher price from you? Join me as
How do you win business when you have NO competitive advantage? MORE »
The job of coaching and leading a sales team has today become a critical need and responsibility within a sales organization. Do you (or do your sales managers if you are running your company) have all the skills and awareness they need to successfully lead your sales team in today’s post-COVID selling environment? Join me
How (and why) are you successful as a sales manager? MORE »
Do your sales team members have all the skills and awareness they need for success in today’s post-COVID selling environment? Join me as I share three critical tests you can give your sales team to see if they have all the skills needed for selling success today!
How (and why) are your salespeople successful? MORE »
Have your sales reps been keeping solid information about their customers and their plans to sell them? When was the last time you checked? Join me as I share how you can quickly and easily check out a few accounts with each rep to insure you have a solid foundation of client information…so you can
Could your sales reps survive an “Account Information Audit”? MORE »
How many of your sales team members believe all the changes in buying and selling today are related to the impact of COVID on our lives? That also means they assume things will settle down and go back to the old ways as soon as this is all over. Join me as I share five
Selling has changed – but not because of COVID. MORE »
Event sellers are sales reps who view each sales call as a single, stand-alone event with no connectivity or positioning of their future calls to this account? Join me as I share how you can coach your team away from this event selling attitude…and make their selling efforts more of a process…so they can sell
How many of your sales reps are only event sellers? MORE »
How are you reaching your sales team members to make sure they understand you’re on their side and are committed to their success? Join me as I share how the “Lifeboat Analogy” can help you, as a sales leader, to best communicate your commitment to helping and supporting each of your team members…so they can
Could the Lifeboat Analogy help you as a sales leader? MORE »
Does your sales team see customer objections as the start of a fight? When handled persuasively, objections can be a significant selling opportunity to help you win more business. Join me as I share the four steps to effective, and persuasive, objection handling. Are you and your team ready to get even better?
How to handle sales objections…so you can sell even more! MORE »
As the leader of your sales team, how much time are you spending acting like a consultant compared to functioning as a coach? Join me as I share the critical differences between coaching your team vs consulting with them…and how adjusting your leadership style could significantly increase your team’s sales!
Are you managing more as a consultant than as a coach to your salespeople? MORE »
