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Sales Pro Insider Blog

It’s Time to Pause and Say Thanks

Thanksgiving is my favorite holiday. There are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned upon. I appreciate the focus on thankfulness at work and home. It’s a great time to pause and say thanks to customers and employees alike. You can ignore political, ethnic, and religious constraints and truly...

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How Well is Your Team Equipped for the Sale After the Sale?

Oh, the highs and lows of your company growth. There’s nothing like the high after your sales team closes a big sale. After the deal is done, the papers are signed, and the deposit has been made; the celebration commences. Yeah for the sales team! But six months later, the client is questioning the decision, unhappy with implementation, and...

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The ONE Question You Must Answer Correctly to Win Sales

After spending two weeks at conferences and trade shows, I noticed something simple, and yet so important to your success. When someone asks you, “What do you sell?” Or “Tell me about your product…” There’s a more important question beneath the question. What your prospects or buyers are really asking is,...

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The Worst Sales Advice Ever?

Last week I was the recipient of some of the worst sales advice I’ve ever heard… “Never ask a question you don’t know the answer to.” Never ask a question I don’t know the answer to? I suppose that would be good sales advice if I knew everything about each prospect, client, and situation. But how could I...

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How to Survive the Business Relationship Fail: The Magic of 5:1

Rebounding in a business relationship after a setback is tough. Heck, it’s tough in any relationship, isn’t it? While there is no “abracadabra” that fixes everything, there is a magic 5:1 ratio that can help you survive a fail, disappointment, or challenge. Recently I made a huge error in judgment that negatively affected...

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The One BIG Thing Most Sales Leaders Skip

As a sales leader, business owner, or company executive, you’re busy. With this busy-ness it’s easy to stop, or never start, making time for the one thing that will really build your business… building your people. The one big thing most sales leaders skip is effective coaching. Research shows 50% of a manager’s time...

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Easy Fixes for the Top 3 Company Sales Challenges

Listen to any sales manager, business owner, or president of a small to mid-sized company and you’ll hear how they aren’t completely satisfied with their sales results. They often blame economic woes (after all it is an election year in the USA), not being able to find enough good people who are great at selling, or the...

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