Sports metaphors are everywhere in sales, from labeling employees as “team members,” to using offhand references like, “the ball is in our court” or “we are neck and neck with the competition.” Maybe these references can get a bit corny or cliche in the office, but in all actuality, there are a lot of relevant overlaps from...Read More
A common (and frustrating) obstacle for salespeople is creating a sense of urgency with prospective customers. We often face meeting no-shows, or receive push-back from prospects because of busy holiday plans or end/start of quarter distractions. Whenever you are finding that your prospects are “just too swamped,” use these few tips for building trust to bring your product or...Read More
Here we are, days away from the end of the sales quarter, and one of two outcomes will characterize everything that happens between now and then: Win or lose. Finishing strong is a quality great salespeople possess; they know what strings to pull when it counts and what’s between them and hitting the mark. But hey, don’t stress...Read More
In our recent eBook Motivate Your Sales Team by Banning Burnout, we offer some suggestions for things managers can do to help nurture health and wellness within their sales teams. But does encouraging healthy lifestyle choices actually lead to success? Or is a “healthy culture” just something that sounds good but lacks tangible benefits? The reality is, culture and environment are major factors in how teams perform,...Read More
Critical Challenge, Simple Solution. In a perfect world, sales and marketing teams would be working together like a well-oiled machine, leading customers from one end of their buying journey to the other seamlessly and with a singular voice and purpose. In the real world, it doesn’t always work out this way, and companies are paying...Read More
So the sales kick-off meeting went off without a hitch. Your troops are all fired up to sell the new product line, your company is projected to have tremendous growth and your sales team has been trained on the latest and greatest sales methodology (my favorite being The Challenger Sale). Then to put a cherry...Read More
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