Articles for Sales Management Professionals

Join me as we talk about three critical components of a strong message of uniqueness. If can help your team sell even more!

Join me as I talk about how your team can realign and refocus these four critical selling skills for sustained success today. After all, it could help your team sell even more!

Are your sales reps still taking advantage of Zoom, Teams, or any of the online communication platforms? The restrictions of Covid forced us all to video conference with our customers. But now that we’re past Covid and back to getting in front of customers, a lot of sales organizations abandoned video conferencing (except for their own internal meetings) and are no longer taking advantage of this new technology. Three ideas to help build even more buyer trust…

Do you know anyone who doesn’t trust salespeople? They're afraid of being taken advantage of and not being told the truth. Do your buyers trust and believe your reps are committed to their best interests?  Three ideas to help build even more buyer trust…

Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?

Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side.

The reality over decades of research is that people coached by somebody more skilled tend to have the fastest improvement in those skills. Your job as the coach and leader of your sales team is to help strengthen and improve the skills of all members so they can sell even more.

How much new business prospecting is your team attempting? Most are not doing enough until pushed by their managers. When was the last time your reps searched online for new companies or did any background research on identified new prospects to see if they could be a potential fit for your company?

Today’s video discusses what you can do, as their leader, to be more balanced by investing time in all four of these critical leadership efforts? Mastering these four areas can help your team sell even more!