Sales Training
Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-covid normal. The question in the back of every executive’s mind is this: “How do we handle the post-Covid changes?” Specifically, we’ll have to accommodate employees who have been working from home, customers who wouldn’t see salespeople, and a…
Read More
Accountability – It’s The Dirty Word that Makes All the Difference I’m a morning lap swimmer. Three times a week, I jump into the community pool at about 7 AM and vigorously swim laps for 30 minutes. It keeps my back pain free and contributes to my overall state of health. At least, that’s what I tell other people, and…
Read More
The overwhelming majority have been lulled by moderate success to a place where they are hesitant to pursue excellence, weary of reaching for their potential, tentative about embracing any new ideas and afraid of stretching beyond today’s comfort zones. That’s one of the main reasons why only 5-20% of businesses and salespeople ever reach their potential.
Read More
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.” That’s a frightening commercial because of the element of truth in it. The life of…
Read More
In our previous article, we discussed the initial steps required for building a successful e-mail marketing campaign. In step one you identified your target market. In step two you documented your value proposition and in step three you either built or acquired a database of prospects you want to market to. Let’s now talk about the final steps: content…
Read More
For most people and businesses e-mail has become part of our daily lives, but the overwhelming number of e-mails we get each and every day has become a bit annoying. Why are we getting so many e-mails when there is little to no interest in the majority of them? Well, here are some interesting facts about e-mail that may answer…
Read More
In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay.
Unfortunately, as long as our gaze is directed at “them” – those conditions in the market that have changed and are outside of our ability to control – we will never free ourselves from the constraints on our income and prosperity. We can’t do anything about “them.”
The real secret to improving our conditions is to work on “us.”
Q: Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have. Am I off-base in expecting a professional group of sales people, as opposed to the ‘nice guys’ who don’t seem to take their professions seriously that I inherited? A: No. You’re not off base.…
Read More
Q. How many appointments or conversations per day or per week should a sales person make in order to be successful? A. I have no idea. How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have…
Read More
Q. I like the idea of setting goals for personal improvement, not only with my sales people, but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? A. Sure. This is one of my hot buttons. I believe that sales people should be continually…
Read More