Stuck in a Sales Slump? How Random Acts of Kindness Can Spark Your Success The world of sales is a rollercoaster. One day you’re closing deals left and right, the next you feel stuck in a rut, questioning every sales call and presentation. It’s easy to get discouraged, but before you resign yourself to another...
Script vs. Methodology: Orchestrating a Symphony, Not Playing a Record – Why Sales Pros Ditch Scripts Imagine walking into a concert hall, eager to be captivated by a live orchestra. The lights dim, the conductor raises their baton, and… a pre-recorded melody blasts through the speakers. Disappointed, right? The same goes for sales. A scripted...
The Peril of Soft Leadership: Why It Can Cripple Your Sales Team In the demanding world of sales, strong leadership is the difference between a team that achieves and one that stagnates. While fostering a positive work environment is crucial, some leaders fall into the trap of “soft leadership” – often out of fear of...
More Leads or Better Closing Rate? Finding Your Sales Sweet Spot For salespeople, the constant quest for higher income boils down to two key metrics: the number of leads generated and the conversion rate of those leads into sales (closing rate). The million-dollar question is: should you focus on getting more leads or improving your...
The Power of Eustress: Fueling Your Drive and Maintaining Momentum in the Face of Challenges We all know the feeling. The weight of deadlines pressing down, the never-ending inbox, the constant sense of being stretched thin. It’s enough to make anyone yearn for a simpler time…which was probably never for salespeople! But what if I...
The Pitfalls of External Motivation: Why Sustainable Success Lies Within As a sales leader, I’ve seen firsthand the power of motivation in driving performance and achieving results. In the fast-paced world of sales motivation is often seen as the key to success. However, there’s a crucial distinction between external motivation, which comes from outside sources,...
Understanding Sales Velocity: A Crucial Metric for Sales Representatives I love sales because it is the great equalizer in business. Either you get results, or you don’t. However, success isn’t as binary as just closing deals or not. Salespeople are tasked with managing pipelines, nurturing leads, which ultimately drives revenue for their organizations and into...
The Sales Game: Competing Against Yourself In the fast-paced world of sales, competition SHOULD be a key driver for us. Of course, money and freedom are top of the class, but since there is no second place in sales, competition is ever present in our quest for success. Whether it’s vying against industry rivals or...
When Your Team is Facing Defeat, What Do You Do? Sales teams are unique in that they are constantly striving for success. And for many team, when it comes to yearly quota, they start at zero Jan 1 Q1. As a sales manager, you set the tone for your team. If you show them that...
Understanding the Different Ways Committees Make Buying Decisions When it comes to sales, understanding how committees make buying decisions is essential. While there are many ways committees may makes decisions, 2 of the most commonly used are the RAVA process (Rational Analysis of Value and Alternatives) or a vested partnership approach to make purchase decisions....
When to Let Go of the Reins: A Manager’s Guide To Letting Their Team Fly Solo As a manager, it can be difficult to trust your team and let them take the lead. After all, you have worked hard to get to where you are and naturally want the best results for your team. However,...
Negotiating Like a Kid: Why Your Child is the Best Salesperson You Know Everyone wants to be a better negotiator, but did you know that your child could teach you a thing or two? Kids are some of the best negotiators out there, and if you pay close attention to their tactics, you can learn...
