Blog

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 →


How to Shorten Your Sales Cycle – Part 2

In the first blog of this 5 part series, I encouraged you to put focus on what it takes to shorten your sales cycle. I explained that the skills needed to shorten the sales cycle are virtually the same skills… Read More →


5 Steps to Shortening Your Sales Cycle

There are some important topics in life and business that are brought up so frequently that over time our motivation to continue the conversation and take action fades and often disappears. I think this is true with the discussion around… Read More →


Do Your Reps Have Strong Desire and Strong Commitment?

The intensity of a Salesperson’s desire is based on how badly they want to succeed. A Salesperson’s commitment is based on their willingness to do whatever it takes, ethically and professionally, to achieve their goals. In your quest to elevate… Read More →


Develop Your Value Proposition “On The Fly”

Years ago when I was a Regional Sales Manager with Sprint, I remember a particular annual sales kick off meeting at which Bill Esrey spoke. At that time Bill was Sprint’s CEO and he said that in order to close… Read More →


Establish a Competitive Edge Through Disciplined Prospecting

I’m focusing on the topic of prospecting discipline in this blog because I have set a personal goal to take my business to the next level in 2017 and I thought you might relate to some of the adjustments I… Read More →


What I Learned About Sales at West Point

Last week I had the honor of speaking at the US Military Academy at West Point for one of my all-time favorite clients, West Point Thoroughbreds. The President and CEO of West Point Thoroughbreds, Terry Finley, is a West Point… Read More →


A Simple Prospecting Formula

We are told a great deal has changed in selling. To be real about the situation, a great deal has changed in how people buy but not much has changed in how people sell. The vast majority of sales people… Read More →


Be Careful What You Wish For

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 any information I could… Read More →