Sales Call Check List: What Every Seller Should Consider Before a Call!

Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]

Sales Leadership: Does Your Sales Organization Play Fast?

In football they call it the “2 Minute Drill.” It could be the last 2 minutes of the first half or the last two minutes of the game. Everyone on the field is expected to know their play and their role and they are expected to beat their man. On offense the objective is to […]

Getting Past the Gatekeeper!

You can’t sell if you can’t get in front of the people who would find value in talking to you. It’s a vital step in the sales process and none of your other selling skills matter if you can’t get to the people who buy. Getting past the gatekeeper is critical. A Gatekeepers has two […]

Another Sales Year–Another Sales Quota Miss!

It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year.  Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]

Selling in 2016—Is It Time to Get Back to Basics!

If you are a sales executive and you find yourself telling your team to sell more in 2016, you may want to rethink your strategy. The New Year is often filled with excitement, hope and hype–especially at annual sales meetings. It may be time to take a step back and look at the New Year […]

My Company’s Cross Selling Program is Driving Me Crazy!

In healthcare and many other industries, consolidation of competitors (i.e., mergers and acquisitions) has made cross-selling a logical strategy for driving growth and improving sales productivity.  Even within organizations, companies have implemented cross-selling efforts to introduce new products and expand their footprint within an existing customer base. From the outside, the development and implementation of […]

Do the Questions Asked in a Sales Call Make You Memorable or Forgettable?

Recently we had the opportunity to lead a round table discussion with several sales professionals from diverse industries. One of the questions we posed to them was “Do the questions Sellers ask a Buyer during a sales call differentiate them?” In other words, does the questioning process alter a Buyer’s perception of the Seller? As […]

Should You Have an Executive Sponsor for Every Strategic Account?

Strategic accounts are the lifeblood of every organization. By definition they are those accounts that you absolutely, positively cannot afford to lose. They are so important to your organizations survival and profitability that they are treated as “corporate assets.” Since these accounts are vital to your organizations continued financial health they should be managed by […]

Have You Heard the One About the Sales VP Who Went In for an Eye Exam?

A friend tells a story that may seem familiar to many of us. Several years ago—before GPS systems were commonplace–he was traveling by car with one of his sales representatives to visit an important customer. Although our friend had been to the account on numerous occasions, it had been several years and the landscape had […]