**Originally posted on Forbes.com** As a seasoned expert in sales training, salespeople are always asking me for secrets or best practices to improve their close rates, sell bigger deals, close business faster and ultimately make more money. The good news…
If you are in sales, especially B2B sales, you might have had (or will soon have) the difficult task of selling to committees or boards. If so, there is one tool that will help you increase your close rate and…
If you are in sales you know it isn’t easy to get to the decision maker in today’s business environment. The number one reason…gatekeepers! A gatekeeper is a person or technology placed in your path to make it difficult for…
The most successful salespeople I know recognize when it’s time to jump-start sales. Whether it’s the beginning of a new calendar/fiscal year, after a prolonged slump or prior to the launch of a new product or service, they know how…
If you are in sales no truer words were ever written! If you want to make more money, get a raise or get promoted it all starts with being effective in sales: • You want to make more more…sell more!…
I am so honored to be selected to deliver the closing keynote address at the Transportation Marketing and Sales Association’s Leadership Conference on June 7, 2016 at the luxurious Ritz Carlton Resort in Fort Lauderdale, Florida! My topic is the…
If you’re new to sales do you know… Where to prospect? How to prospect? When to prospect? Chances are you don’t! Let me offer some thoughts/suggestions/best practices: Where to prospect? Existing customers Use our Customer Penetration Checklist to identify opportunities…
If you are a recent college graduate considering a career in sales (or just new to sales) here are 10 “best practices” to help you jumpstart your sales career: Sell something that you are passionate about or believe strongly in…don’t just…
Managers are not all created equal. Some stink at their job while others have a loyal team, meeting and surpassing their sales goals. The secret is that successful sales managers create a motivating environment where salespeople can thrive! I’d like…
During my sales training programs and/or 1-on-1 sales coaching engagements I often share sales and sales management best practices from over 30,000 salespeople, sales leaders and business executives from a variety of industries across the globe as well as buyer-based…