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SALES CONVERSATIONS

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...

Why a Win-Win Sales Approach Falls Short for Winning Big

by Nancy Bleeke | Apr 20, 2017

For so long, we’ve been told to focus on win-win solutions and win-win negotiations. Yet in a traditional win-win situation, the goal is for two stakeholders–typically the buyer and the selling company–to win. Where does that leave you, the seller? When you close a sale, who really wins? Is it you? Your customer? Your company?...

The Hidden Phenomenon That Makes Your Meetings Unproductive

by Nancy Bleeke | Apr 12, 2017

When is the last time you walked out of a team meeting and thought, “Wow, everyone was engaged, involved, and participating?” From what my clients tell me (or should I say complain to me about), this doesn’t happen very often. Instead, most people leave their meetings thinking: I hope everyone does what they need to now. That...

Premature Proposals Promote Poor Performance

by Nancy Bleeke | Mar 7, 2017

Did you read the title? While it’s definitely a tongue twister, it’s truth: Premature anything in sales is a BAD practice. Unfortunately, premature proposals promote poor performance way too often. Here’s how it happens… You finally get a “live” prospect, either in person or a phone call, and after some initial...

Little Words, Huge Impact

by Nancy Bleeke | Jan 18, 2017

Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say…and someone else hears. Think about the social media snafus from celebrities and politicians in the past few months alone. So many words that would’ve been best left unsaid. Words are mighty and the...

One Question To Launch Your Annual Business Review

by Nancy Bleeke | Dec 21, 2016

The year-end is here. Is your sales team in the midst of their big push? Wouldn’t it be great to not be in crunch mode at the end of the month, quarter, and year next year? It is possible with a plan of attack that begins with a review of what worked and what didn’t this year. Make this review easy. Start with ONE question to launch...

4 Ways to Stop the Data and Detail Dump!

by Nancy Bleeke | Dec 6, 2016

You’ve finally got the meeting or someone has paused long enough on the phone for you to talk. What happens then? Do you start talking quickly to explain what your product is about? Explaining the features and benefits they should care about? Pitching the information you think everyone should know? Stop! Too much information too soon stops...

It’s Time to Pause and Say Thanks

by Nancy Bleeke | Nov 22, 2016

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...

This Simple Action Will Grow Your Team’s Sales Plus 10 Ways to Put it in Practice

by Nancy Bleeke | Nov 9, 2016

What drives people to succeed? What motivates them to do more and do it more effectively? You may have put a lot of time, energy, and money into getting more from the people you have…compensation adjustments, awards, bonuses for new business, and such. Yet the one simple action that will grow your team’s sales may have been skipped....