SALES PRODUCTIVITY
When Prospects “Get” Your Value, You Get the Sale
We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. And in the last 20 of these Sales Strategy Conversations that I’ve had, 13 of them have focused on how to help prospects get the value of what the seller is offering and how to help that prospect...
read more
Unlock the Power of Your Mind-to-Mouth Connection
What you believe, you can achieve. What a powerful quote by Mary Kay Ash. And yet we need to check our beliefs – our mindset – and how that mindset comes out of our mouth. I call that the mind and mouth connection. Inspiration or Barrier? While this is an inspirational quote, our beliefs can also be the barrier if we’re not careful about what we...
read more
Uncover Compelling Prospect Motivators to Get the “Yes”
Have you heard of Nik Wallenda the famous high-wire artist? He is a seventh-generation member of the famous “Flying Wallendas,” who perform high-wire feats of excellence. Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s...
read more
3 Must-Include Ingredients to Actually ACHIEVE Your Goals
92%. What a high number for something, and it must be positive, right? So, what is it? …It’s the estimate for the number of goals abandoned within 30 days of being set. Yikes! People put so much effort into setting the goals to have them go away that quickly. I believe the problem isn’t in the actual goal that’s set; it’s the...
read more
Ready for 2021? First, Ask Yourself These Questions
It’s that time of year – thinking about next year! You’ll hear or be asked: “It’s time to set goals!” or “What are your goals for next year?” and that is important of course. But too often the goals for next year are set without important information to identify realistic and achievable goals, the information gleaned by pausing to review THIS...
read more
Strategies for Powerful, Virtual Sales Conversations: Tangible Takeaways for Virtual Sales – Episode 12
Welcome to the finale of the series for Virtual Selling, Concrete Results. For 11 episodes, I’ve laid out best practices, strategies, and tips for taking action to be most successful in your virtual selling efforts. Now it’s time to bring closure to this series, and I’m going to share with you my final thoughts around virtual...
read more
Strategies for Powerful, Virtual Sales Conversations: The Nuances of Follow-Up Messaging – Episode 11
Baseball legend Yogi Berra said, “Doing the little things can make a big difference.” Of course, he was talking baseball. In this episode of Virtual Selling, Concrete Results, I’m talking about sales follow-up messages. The Nuances of Follow-Up Messages To build off of the last episode in which I shared the 4 key components of good follow-up...
read more
Strategies for Powerful, Virtual Sales Conversations: 4 Must-Haves for Follow-Up Messages – Episode 10
Content is king. This is true in many, many situations, and it’s especially important to keep in mind for the follow-up messages to our virtual sales conversations. In this episode of Virtual Selling, Concrete Results, I am building off of the last episode in which I laid out the timing and timeline for your follow-up messages. Now, it’s...
read more
Strategies for Powerful, Virtual Sales Conversations: Creating Your Follow Up Schedule – Episode 9
Timing is so important in your business development and selling efforts, and the right timing for our virtual efforts may be even more important than it is for face-to-face follow-ups. In this episode of Virtual Selling; Concrete Results, we’ll build from the previous installment that discussed the process for your follow-ups, and this time I’ll...
read more
Strategies for Powerful, Virtual Sales Conversations: Virtual Follow Ups, Real Sales – Episode 8
The following quote by Roy T Bennett from The Light in the Heart captures the main message for successful virtual sales follow up in this episode of Virtual Selling, Concreate Results. Roy says: “Do not fear failure but rather fear not trying.” Why does that capture the key to successful follow up? Because too many sales opportunities are lost...
read moreGET MORE HELPFUL TIPS
You’ll get a brand new shiny Timely Tips eBook when you join the Sales Pro Insider Timely Tips Tribe.
Select which track you are most interested in for bi-weekly timely and relevant tips and quips:
Leaders
Receive the Timely Tips for Hiring Top Sales Performers
Sales Pros
Receive the Timely Tips to Collaborate Through Objections
BLOG CATEGORIES
