Do any of your reps still follow that old habit of selling…of going into a sales call with little research or preparation? How many of your reps still follow a “Ready – Fire – Aim” approach to selling doing little research prior to a call? Join me as I talk about how selling is tightening …
Have you been saying “I’d just be selling more if I could strengthen my closing skills?” The realty of sales training today is sales reps ask for help learning how to close…when the real challenge is their lack of understanding of how to sell. Join me as I share the role of closing skills in …
Notice how selling has become more challenging in recent years? Harder to reach buyers, shorter sales calls when you do talk, and aggressive competition trying to take business away from you. Join me as I share how you can lead your team to tighten up their selling messaging and improve their selling impact…so you can …
Think it’s time to tighten up your team’s selling message? MORE »
There’s been a profound shift in what works in selling today…have your reps been keeping up with all these new aspects required for success in selling? Join me as I share the most significant changes impacting selling today…and what you and your team can do about it (so you can sell even more!)
Most sales teams are utilizing some type of weekly call reporting to help your leadership team better understand what your reps have been doing…and plan to do in the future. How are you using your call reporting to help you become a stronger coach and leader of your team? Join me as I share how …
Could you be getting more value and insights from your sales team’s call reports? MORE »
Noticed how selling has become so much tougher this last year due to all the supply chain disruptions and not enough people to properly service and support your customers? Selling and customer service is dramatically changing for all sales teams today. Join me as I share ways you can increase your leadership success in today’s …
Are your sales team members really asking enough questions? Join me as I share how too many sales reps today continue to follow a “Ready – Fire – Aim” philosophy of selling asking too few questions of their buyers and just going right to their presentation? Think your reps could be asking more qualifying and …
Are you discovering your sales reps have less time in front of their customers, and that your buyers are demanding more than ever from your team? Join me as I share how utilizing role playing can significantly increase your team’s selling effectiveness and profitability…through management-led role playing!
Are you using “Hunters” vs “Farmers” as terms to describe your sales team members? Traditionally “Hunters” focus on going after new business accounts while “Farmers” work to maintain and grow your existing customers. Join me as I share my concerns for you using these antiquated terms…and how this could be hurting your long term sales …
Do you refer to your various salespeople as “Hunters” vs “Farmer?” MORE »
How many of your retail or dealer customers use displays to increase their sales? Join me as I offer ideas to help you increase the seasonal marketing creativity and effectiveness of your retailers and dealers…so they can sell even more!
