Category Archives: Selling Excellence
The Ultimate Advice for Succeeding in Selling
“Success is simply a matter of luck. Ask any failure.” [Earl Nightingale] Success in anything doesn’t just happen. It takes hard work, dedication, and perseverance. There are undoubtedly thousands, if not millions, of words written about what it takes to … Continue reading
One Question Leaders should Ask Sales Managers
As leaders, we expect quite a bit from our sales managers. And I’d be willing to bet that we are not giving them all the support and training they need to excel. One of the best sources that can guide … Continue reading
What if you could…
“What if you could…”—those are some of my favorite words in selling. I love using hypothetical statements to make my point—it tends to shift the focus from telling someone what I think they should do and allows them to join … Continue reading
Are you telling or selling?
When I read the title of the blog “Diversity Training Doesn’t Work”, I thought it might provide some tips that could help us improve our training programs. Instead, it provided some insight as to why our Thinking Like a Customer … Continue reading
Don’t Act When Selling
Can you imagine doing a job everyday where you cannot be yourself? I am not referring to acting—I’m talking about going to work and assuming the mantle of someone who is different than you are in real life. Within the … Continue reading
Death by Training—Part 2
To be successful, training cannot be viewed as a one time event but needs to be instituted as a process—with prescribed steps taken to reinforce the learnings. In my last blog, I described some of the critical elements needed in … Continue reading
Death by Training
When sales reps leave engaging training sessions, they tend to be energized and enthusiastic. Likely as not, when you check back 6 months or even 6 weeks later, the training has died a premature death. In fact many reps have … Continue reading
When you doing great, why change?
It is a hard road to reach the top—and a long journey. And it is great once you get there—you win an award trip, receive accolades and recognition. Inwardly, you develop feelings of pride and self esteem. But you can’t … Continue reading
Are you ripe?
One of the best leaders I ever worked with, Don Cutcliff (a man who changed my life forever in two minutes), used to say all the time, “When you’re green you are growing and when you are ripe you are … Continue reading
Storytelling—to Engage Your Customers
I’m a big fan of stories—and from what I’ve been reading, I’ve learned that we as humans have a natural disposition to listening to stories. It seems that our brains are wired to respond to stories differently than other forms … Continue reading
