Blog

How not to be fooled during an interview

We are all familiar with the traditional interview process. An ad is put online and the manager receives a bunch of resumes. Some people look good on paper. The manager gets them in for an interview. The applicant does well.… Read More →


Pay the Price

Read time: 3 minutes Selling has officially become a game of “strategy”. When I first started selling business telephone systems years ago there was no internet. Buyers relied on me to bring them product information, information on market trends and… Read More →


Master Your Inner Game

Read time: 3 minutes In this tip, I’d like to share with you some ideas on how to achieve your personal best performance through mastering your “inner game”. I’m referring specifically to your mindset and your beliefs when it comes… Read More →


How Top Producers Prospect

Prospecting is like being at the beach and relaxing in the warm sun as you work on psyching yourself up to go into the icy cold water. You finally get up off your cozy blanket and begin walking toward the… Read More →


9 Telltale Signs a Deal is Qualified

Read time:   4 minutes The first dynamic we must understand when it comes to effectively qualifying deals is that the act of qualification and maintaining a full pipeline are inseparable entities. They are joined at the hip and both must… Read More →


How to Establish a Sustainable Competitive Advantage

Read time: 4 minutes It’s rare today that a company has a sustainable product, price or service advantage. As a result of technology being readily available, and affordable, new competitors enter your market on an annual basis and the quality,… Read More →


How to Coach Salespeople

Read time: 3 minutes Coaching Salespeople up to the next level is more complicated than many Sales Managers realize. The most common approach is to focus exclusively on selling skills such as: Prospecting and securing more appointments Improve qualification through… Read More →


The Difference Between a Friendship & Business Relationship

Read time: 3 Minutes This is an interesting topic because it is often misunderstood. When giving thought to establishing a “relationship” with prospects many Sales Representatives think of the process in terms of establishing a “friendship”. Here is how Wikipedia… Read More →


Qualifying Sales Opportunity – Be Prepared to Say “Next”

Read time: 3.5 minutes Not only does effectively qualifying sales opportunity make sound business sense it also makes you feel terrific! Qualifying deals puts you in control. And when you’re in control you are focused, decisive and you feel strong.… Read More →


Why Getting Top Decision Makers Involved Helps Shorten Your Sales Cycle

Depending on your product or service, decision makers are usually in a leadership capacity and as a result possess an element of influence and authority. As leaders their feet are held to the fire for performance and results. They are… Read More →