SALES PRO INSIDER BLOG

The Language Barrier That Can Kill Your Sale

by Nancy Bleeke | Sep 8, 2017

As we planned a trip to Europe for a family wedding, my husband was very happy that we were going to be in two countries where “they speak English.” He thinks the language barrier when communicating in a second language is stressful for everyone involved and kills some of the fun. But boy was he was he surprised to find difficulty...

The 3 Questions You Must Answer at the Start of Your Sales Conversation

by Nancy Bleeke | Aug 17, 2017

You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything you want to tell them. That’s a great plan. Right? It is, IF you get that far. Even with a scheduled appointment, you might get shut out...

Sometimes You Just Have to Drive

by Nancy Bleeke | Aug 2, 2017

She handed me the keys and said, “Enjoy your trip.” I stood in front of the counter stupefied…didn’t she know? Didn’t she know I have NEVER driven on the “wrong” side of the road while sitting in the driver’s seat on the “wrong” side of the car? I stopped her and said, “I...

The Good, Bad, and Ugly of Sales Rep Turnover

by Nancy Bleeke | Jul 12, 2017

“I’m giving notice today.” What manager longs to hear those words from a sales rep? Those words typically don’t make a sales leader’s day. Yet maybe some rep change isn’t the disaster or reason to make a lot of changes. I will share the good, the bad, and the ugly of sales rep turnover. Let’s look...

Your Greatest Sales Tool (It’s Not What You Think…)

by Nancy Bleeke | Jul 6, 2017

What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools. From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right...

The Easy Peasy Way to Start Sales Coaching

by Nancy Bleeke | Jun 28, 2017

Every year new research shows the impact of individual sales coaching. It seems most sales leaders “get” that we are supposed to coach our reps. Yet, it can be so hard…but does it have to be? The case for sales coaching is compelling, with the most recent I’ve seen from The Sales Management Association noting: Companies...

The Research Says… Skill and Will Are Key to Top Sales Performance

by Nancy Bleeke | Jun 8, 2017

I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible. This is why I like the Objective Management Group’s tools so much. Dave Kurlan and his team approach sales with science. Their specific...

What Not to Do When You Hear a Sales Objection

by Nancy Bleeke | Jun 6, 2017

It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll want to keep reading for this very important “What Not to Do When You Hear a Sales...

Never Ever Ever Make the Same Stupid Sales Mistake I Did

by Nancy Bleeke | May 16, 2017

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big mistakes can lead to really big lessons, can’t they? So you never ever ever make the same stupid mistake I did, read on. Years ago...

Activate Your Team to Sell More

by Nancy Bleeke | Apr 26, 2017

It’s an endless cycle of trying to get more from each person on your team, isn’t it? You can’t take a break from the sales push because of the demands and expectations from your board, stakeholders, team, and maybe even your spouse! So what can you do to activate your team to sell more? Activate them! Here are three easy...